E55: GTM AI Advice from a Salesforce & Siebel Veteran (Peter Grant, CRO @ You.com)

Peter Grant helped take Siebel from $39M to $2B in revenue and was employee #9 for Salesforce in Europe. He knows exactly what a platform shift looks like. Now, as the CRO of You.com, Peter argues that the AI wave is moving 30x faster than the internet era—and your current sales playbook is already obsolete. In this episode, Peter strips away the hype to focus on the operational reality of running an AI-first GTM organization. He explains the skill stack today's sellers need, why your team needs to understand APIs, and the specific benchmarks you need to hit to survive the next two years. Plus a whole lot more!   Thanks for tuning in. Catch new episodes every Wednesday.  Subscribe to Topline Newsletter. Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech. Join the free Topline Slack channel to connect with 600+ revenue leaders to keep the conversation going beyond the podcast!   Chapters:  00:00 Peter Grant's Career and Revenue History  07:32 Choosing You.com and Pivoting to Enterprise  11:46 How AI Search Transforms Sales Discovery  16:12 The Speed and Scale of AI Sales  20:55 Embedding AI Agents into Existing Workflows  27:11 Benchmarking Enterprise AI Spend and Adoption  33:14 Solving the Employee AI Literacy Gap  38:59 The Evolution of the Sales Rep Profile  43:06 Implementing and Prioritizing AI Transformation  52:05 The Hard Reality for Sales Laggards  59:30 Investing Upfront Time to Master Prompting  01:03:10 Why Revenue Leaders Must Be Context Setters  01:10:12 How Tactics Dictate Strategy in Enterprise Deals  01:12:49 Rapid Fire: Leadership Advice and Lessons