Sahil Aggarwal: Sellers Sell Less Than You Think. | Ep 1301

In this episode of The Digital Executive Podcast, host Brian Thomas sits down with Sahil Aggarwal, founder of Von, to make a blunt case that the go-to-market function has been left behind while every other part of the business got transformed by AI — and that the window to fix it is now. Sahil opens with a decade of conviction built from doing B2B sales himself, building software for it, and advising large pharma companies on sales efficiency: the deals were never won because of the product or the CRM. They were won because of the workflow around it, and that workflow has always been broken. He then delivers a striking data point — while the industry talks about sellers spending seventy percent of their time on admin, Von's own study of over a thousand sellers found the real number is even worse. Less than fifteen percent of a seller's day is spent on customer-facing activities. The rest is prep, follow-up, CRM updates, and busywork that AI can now handle. He draws the analogy to Henry Ford's transition from horse-drawn carriages to the combustion engine — a shift so fundamental it required rethinking the entire form factor, not just the engine — and argues that go-to-market is at exactly that inflection point now. Von sits at the intelligence layer, connecting to a company's full go-to-market stack and handling pipeline analysis, forecast prep, territory planning, and Salesforce updates in plain language. He closes with a bold prediction: the models capable of delivering this future already exist. Quoting Anthropic's Dario Amodei, he argues that even if AI development stopped today, the current capabilities haven't fully distilled into society yet — and a revenue org that figures that out first can generate three to five times more output with the same team. If you liked what you heard today, please leave us a review - Apple or Spotify. Learn more about your ad choices. Visit megaphone.fm/adchoices