The future of AI-powered sales with Vercel COO, Jeanne DeWitt

In this episode, Jean Grosser, COO at Vercel and former chief product officer at Stripe, shares her insights on building effective go-to-market (GTM) teams in today’s competitive landscape, especially in the context of AI advancements. She emphasizes the shift from a transaction-focused sales model to a consultative approach, urging teams to understand customer needs deeply. Grosser highlights the importance of presenting unique insights about the customer's product performance, which can differentiate a company in a crowded market. Throughout the discussion, she elaborates on the role of go-to-market engineers, who integrate technical skills with sales, allowing companies to automate processes and scale more efficiently. Jean provides examples from her experience at Vercel and Stripe, illustrating how a holistic understanding of both product and market can drive sales success. Listeners can also learn about the need for proper segmentation strategies that enable a company to target potential customers effectively and the importance of offering genuine value at every customer interaction. Additionally, Grosser shares her thoughts on sales compensation structures, the role of PLG (product-led growth), and when companies should consider transitioning from a PLG strategy to a traditional sales approach. She encourages organizations to foster a collaborative culture between sales and engineering to optimize product offerings based on real customer feedback.