Ep # 179: The Digital Sales Room Playbook: Running Complex Deals in One Shared Space ft. Carl Carell (Co-Founder, GetAccept)

In this episode of Across The Funnel, Adil Saleh sits down with Carl Carell, Co-Founder & CRO of GetAccept, to explore the evolution of AI in B2B sales, the rise and fall of AI SDR hype, and what it truly takes to build an AI-native platform after a decade in the market. Carl shares how GetAccept transitioned from a traditional SaaS product to an AI-native digital sales room, a collaborative space where buyers and sellers work together from discovery to signed deal, and why rapid time to value is now the make-or-break factor for AI tools. The conversation dives into how GetAccept achieves near-instant AI readiness without requiring customers to train the model, how they use Claude integrated with HubSpot and n8n internally for rev ops workflows, and why controlling repeatable outcomes across a sales org matters more than giving reps open-ended AI access. Carl also unpacks the growing challenge of first-year churn for AI companies, the importance of aligning onboarding milestones with customer-defined success criteria, and why investing early in revenue operations is a lesson most founders learn too late.