| Episode Type | Expert Insight Interview |
| Guest | Glenn Fleischman, Chief Revenue Officer, AYTM |
| Guest Website | https://aytm.com/ |
| Listen | View on Sales POP! Podcast Page |
Key Takeaways
- Glenn Fleischman says sales teams should adopt AI “bite by bite,” starting with small wins like prompt engineering rather than waiting to build perfect agents.
- Glenn Fleischman warns that scaling a broken outbound motion with AI only multiplies underperformance, so teams must fix the human process first.
- According to Glenn Fleischman, enterprise sellers won’t lose jobs to AI agents but to colleagues who use AI more effectively than they do.
- AYTM builds consumer-insights expertise into its platform, moving market research from the DIY era into what Fleischman calls the “AIY” era.
Episode Overview
How should sales teams adopt AI without getting overwhelmed? Glenn Fleischman, Chief Revenue Officer at AYTM, tackles adopting AI in sales by urging leaders to take it “bite by bite.” He frames AI as the latest in a long line of technology shifts he has navigated since 1992. Fleischman argues AI elevates sellers who already lead with discovery, empathy, and relationship-building, while automating the routine tasks that never won enterprise deals anyway.
How can overwhelmed sales leaders start adopting AI?
Glenn Fleischman tells overwhelmed leaders to eat the elephant “bite by bite” and start with the smallest tasks. The AYTM revenue chief admits AI overwhelms him too, so he points to simple, repeatable wins — like using an AI assistant to build a meeting-prep guide in under an hour. Small, consistent use beats waiting until you feel ready to run a frontier lab.
Which sales skills will AI never replace?
Glenn Fleischman says discovery, empathy, reading the room, handling objections, and finding new stakeholders are the enterprise skills AI won’t replace. The AYTM CRO, a MEDDIC practitioner, notes that task-driven reps were never the top performers anyway. AI removes the routine work, freeing strong sellers to be more creative, more informed, and more relationship-focused in every conversation.
Why does scaling a broken sales motion with AI fail?
Glenn Fleischman warns that automating a broken process only scales the failure. AYTM tried to supercharge a new outbound motion with AI — “10 SDRs for the price of two” — before the human motion was nailed, and simply scaled underperformance. Fleischman’s lesson: fix the human process and clean the data first, then let AI multiply something that already works.
How is AI changing market research and consumer insights?
Glenn Fleischman explains that AYTM is moving market research from the DIY era into the “AIY” era, where consumer-insights expertise is built directly into the platform. Anyone in brand, strategy, or marketing can run world-class research without a master’s degree, while human experts shift from heavy statistics to higher-value interpretation — trading low-value work for high-value work.
Will AI change how sales teams hire?
Glenn Fleischman confirms AYTM now rewrites every open role for AI capabilities, making a portfolio of real AI work a mandatory prerequisite. The AYTM CRO is even reworking interviews so candidates do live desk research in real time. Fleischman predicts that within two years, AI capability will be tested in nearly every enterprise and mid-market sales interview.
Pull Quotes
“They say the way to eat an elephant is bite by bite. And I would say the way to take on AI is the same exact way.” — Glenn Fleischman, Chief Revenue Officer, AYTM
“It’s highly unlikely in our world, enterprise sales, you’re going to lose your job to an agent, but you could lose your job to someone who’s more effective at using AI than you.” — Glenn Fleischman, Chief Revenue Officer, AYTM
“If you haven’t nailed the motion with humans… until you get that right, don’t try to scale with AI.” — Glenn Fleischman, Chief Revenue Officer, AYTM
“You’ll be able to trade low value work for higher value work.” — Glenn Fleischman, Chief Revenue Officer, AYTM
Adopting AI in Sales: Key Statistics from AYTM
| Statistic | Detail | Source |
|---|---|---|
| “10 SDRs for the price of two” | AYTM’s goal when first adding AI to outbound — which scaled underperformance before the motion was fixed. | Glenn Fleischman, Sales POP! interview, 2026 |
| 90% / 10% | Roughly 90% of data engineering work is cleaning data; only 10% is the high-value analysis. | Glenn Fleischman, Sales POP! interview, 2026 |
| Under 1 hour | Time Fleischman spent using an AI assistant to build a full prep guide for this podcast. | Glenn Fleischman, Sales POP! interview, 2026 |
| 15–60 minutes/day | Time a seller can save daily by learning to write effective prompts. | Glenn Fleischman, Sales POP! interview, 2026 |
| Within 2 years | Timeframe in which AI capability will be tested in nearly every enterprise and mid-market sales interview. | Glenn Fleischman, Sales POP! interview, 2026 |
| Started in 1992 | Year Fleischman entered the workforce — before CRM, when leads lived on index cards and research meant the library. | Glenn Fleischman, Sales POP! interview, 2026 |
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Related Resources
- Book a free consultation with AYTM
- Sales POP! Podcast: salespop.net/media/podcast/
- Coevera: coevera.com
Our Host
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Coevera. In his spare time, John is an avid Martial Artist.
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