Nov 3, 2025

0 humans would do this pic.twitter.com/dJ8vAFolhC The Customer Meeting That (Almost) No Human Would Ever Book The other Saturday night, our SaaStr AI SDR booked a sponsor meeting for a six-figure deal at 6:02 PM. While we were out to dinner. That’s pretty cool. We probably justified all the time training and deploying that AI Agent right then and there. But it’s more than that. Zero Human SDRs would be online, doing this on Saturday night. Or at least almost zero. So AI beats human here. Hands down. It did the work the humans wouldn’t. That’s the lowest hanging fruit, the fastest path to true ROI for many AI GTM Agents. AI Wins When It Actually Does the Work That Humans Are Avoiding The harsh truth emerging from 2025’s GTM trenches is this: AI is succeeding not by replacing human excellence, but by eliminating human mediocrity. And there’s a lot more mediocrity than anyone wants to admit. That Saturday night meeting? It’s the perfect example. Every sales leader says they want their team to be “always on” and “customer-obsessed.” Every SDR says they’re “hungry” and “willing to do whatever it takes.” But when the prospect replies at 6:02 PM on Saturday and wants to meet? The human SDR is six beers deep at dinner with friends. The AI SDR books the meeting in 47 seconds. The Work Nobody Actually Wants To Do Here’s what’s really happening in go-to-market teams right now. Low-energy campaigns, mediocre outbound, recycled content, and boring events are failing harder than before because AI has made it easier to produce mediocre work at scale. The signal-to-noise ratio has gotten so bad that only truly excellent execution cuts through. But here’s the uncomfortable part: most GTM work has always been mediocre. The difference now is that AI can do that mediocre work faster, cheaper, and without complaining. The stuff that needs to happen every single time: Following up with every lead within 5 minutes (even at 6:02 PM on Saturday) Responding to inbound interest the moment it arrives (not Monday morning) Researching every prospect before every call Logging every activity in the CRM correctly Sending personalized follow-up emails consistently Updating deal stages accurately and immediately Building detailed ROI models for every enterprise deal Onboarding customers with the same excellence every time What actually happens with human teams: Follow-ups happen during “working hours” (if at all) Weekend leads sit in the queue until Monday Research is whatever someone remembers from LinkedIn CRM updates happen in batch on Friday afternoons Follow-ups are templated with obvious merge fields Deal stages get updated when sales ops sends the reminder ROI models? Only for the biggest deals Onboarding quality varies wildly by CSM workload The AI SDR that booked Jason’s meeting doesn’t care that it’s Saturday. It doesn’t care that it’s dinner time. It doesn’t have plans. It doesn’t need work-life balance. It just does the work, every single time, without exception. The Numbers Don’t Lie: 38% Leaner Teams Are Winning Perplexity scaled to 5,000 enterprise customers with just 5 sales reps. Cursor built a $400M business with a skeleton GTM team. Loveable is growing explosively with minimal marketing spend. These aren’t outliers anymore—they’re the new competitive benchmark. ICONIQ’s survey of 205 B2B SaaS GTM executives reveals that AI-native companies are fundamentally restructuring how go-to-market teams operate, running 38% leaner on GTM headcount. The most dramatic difference shows up in post-sales, with high AI adopters running with 8 percentage points less headcount allocation through automated customer onboarding, support, and success functions. Think about what that means: These companies are growing faster with 38% fewer people. Not because they found some magic growth hack, but because AI agents actually work on Saturday night at 6:02 PM. The 50/50 Reality Coming This Year CROs will need to manage teams that are 50% AI agents and 50% human by end of year. This isn’t because AI is magically better at selling—it’s because AI actually does the work that humans say they’ll do but don’t. Here’s what that looks like in practice: AI agents that are already working (including on Saturday nights): Digital Sales Engineers that join every customer call with complete product knowledge, proactively correct misinformation, and provide real-time support Management intelligence layers that provide rep-by-rep insights and proactive alerts when deals go off track Automated onboarding sequences that guide every customer through setup with zero variability AI SDRs that respond to prospect interest in under 60 seconds, regardless of when it arrives The humans that remain: Maxed out at current pipeline capacity Would have seen that Saturday email on Monday morning (after the AI-equipped competitor already had the meeting) The gap between these two reps isn’t 20% anymore. It’s 5x. Maybe 10x. And it’s only going to get wider. Why “0 Humans Would Do This” Is The Whole Ballgame Jason’s observation cuts straight to the heart of why AI is winning in GTM: humans have boundaries, preferences, limitations, and lives outside of work. AI agents don’t. No human SDR wants to work Saturday night. Most wouldn’t even check their email. The few who might check wouldn’t necessarily have the energy or focus to craft the right response and coordinate calendars. And the ones who would do all that? They’d burn out within six months. The AI SDR? It’s operating at peak performance at 6:02 PM on Saturday, just like it was at 9:15 AM on Tuesday, just like it will be at 2:47 AM on Wednesday when the prospect in Singapore replies. This isn’t about AI being smarter than humans. It’s about AI being willing to do the work that needs doing, when it needs doing, regardless of whether it’s convenient. The Uncomfortable Questions Nobody’s Asking If we’re being brutally honest, here are the questions that should keep every GTM leader up at night: How many six-figure deals has your team missed because nobody responded over the weekend? You don’t know. Nobody tracks the opportunities that never made it into the pipeline because the lead went cold while waiting for a Monday morning response. How many deals went to competitors who responded faster? Inside sales reps like to think “speed to lead” doesn’t matter for complex enterprise deals. But it absolutely does. The vendor who responds in 5 minutes gets perceived as more eager, more customer-focused, more responsive. The vendor who responds Monday morning gets perceived as slow and bureaucratic. What’s the real cost of your team’s “work-life balance”? This sounds callous, but it’s a real business question. If your competitors are using AI agents that respond 24/7 and your team doesn’t, you’re not competing on equal footing. The question isn’t whether work-life balance matters (it does), but whether you’re willing to lose deals to maintain it while your competitors automate around it. Why This Changes Everything The uncomfortable truth: companies like Notion, Dialpad, and Filevine are reaccelerating by tapping into AI spend, while companies not seeing growth aren’t delivering transformative value fast enough. It’s not that traditional GTM channels don’t work anymore. Webinars, case studies, SEO, outbound, pilots, events, and brand building all still work when done right—the difference is execution quality and adding genuine value. The problem is that “done right” requires consistent excellence, and humans are inconsistently excellent. At Windsurf, top enterprise reps spent more time on fewer deals, using AI behind the scenes rather than as a customer-facing solution, particularly for pre-call research and objection prediction. The AI isn’t closing deals—it’s making sure humans have everything they need to close them, every single time. But increasingly, AI isn’t just “behind the scenes.” It’s booking the meeting at 6:02 PM on Saturday. It’s doing the first qualification call. It’s handling the follow-up sequence. It’s managing the entire top-of-funnel motion, and only handing off to humans when there’s actual deal complexity that requires human judgment. The Mandate That’s Not Optional Anymore AI curiosity is now a firing offense to lack—by the end of this quarter, team members who aren’t genuinely AI-curious should be let go. That’s not hyperbole. That’s the new standard because the companies embracing this reality are building insurmountable competitive advantages. Think about what happens over the next 18 months: Company A uses AI agents for 24/7 response and books 40% more meetings Company B uses humans for “business hours” response and misses weekend leads Company A closes deals from prospects Company B never even knew existed Company A grows 3x faster with the same marketing spend Company A raises at a 2x higher valuation Company A uses that capital to pull even further ahead By the time Company B realizes what happened, the gap is unbridgeable. Not because Company A had better humans, but because Company A augmented their humans with AI that actually does the work. The Bottom Line: AI Doesn’t Have Plans On Saturday Night “AI Wins When It Does The GTM Work … People Won’t” isn’t about AI being smarter than humans. It’s about AI being more reliable than humans at the unsexy, unglamorous work that needs to happen 100% of the time, not just when people feel motivated or are available. That six-figure meeting that got booked at 6:02 PM on Saturday? It represents everything that’s changing in GTM: The old way: Hope your prospect reaches out during business hours, or wait until Monday to respond and hope they’re still interested The new way: AI agent responds within 60 seconds regardless of when the prospect reaches out, books the meeting while interest is hot, hands it to the human closer to actually close the deal The winners aren’t waiting for perfect AI solutions. They’re using AI to do the work that humans say they’ll do but consistently don’t, and they’re using the efficiency gains to either run leaner or redeploy humans to work that actually requires human judgment and creativity. The losers are the ones still pretending that their GTM teams are executing with excellence 100% of the time. They’re not. They never were. And now it doesn’t matter, because AI will. And unlike your best SDR, AI doesn’t need Sunday morning off to recover from booking that Saturday night meeting. Related Posts