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The Thread Podcast
The Thread Podcast explores the future of enterprise sales in the era of AI.
Hosted by Justin Vandehey, founder of Thread, we bring together top sales leaders, enablement pros, and innovators shaping how go-to-market teams grow and win.
Each episode dives deep into what’s changing in sales—from real-time AI coaching to modern revenue systems of action—and features actionable insights from CROs, RevOps leaders, startup founders, and the technologists building the next generation of tools. Whether you’re scaling founder-led sales or leading a global GTM team, you’ll walk away with new strategies to improve seller performance, accelerate deal cycles, and leverage AI for growth.
If you’re ready to think differently about sales execution and the future of GTM, follow The Thread and join the conversation.
The Thread Podcast
The Future of Sales: AI and Human Connection with Karan Singh, SVP of GTM Operations & Strategy @ LaunchDarkly
In this episode of the Thread Podcast, host Justin Vandehey speaks with Karan Singh, SVP of Go-to-Market Strategy and Operations at LaunchDarkly. They discuss Karan's extensive background in various tech companies, the evolving role of AI in sales, and the importance of human connection in go-to-market strategies.
Karan emphasizes the need for productivity over leanness in sales organizations and highlights the challenges of training and developing sellers in a fast-paced environment. He also shares insights for new revenue operations professionals, stressing the importance of seller readiness and effective onboarding processes.
Takeaways
- Karan Singh has a diverse background in tech, having worked in cybersecurity, data warehousing, and vertical SaaS.
- AI tools should enhance human connections rather than replace them in sales processes.
- Productivity is more important than leanness in sales organizations.
- The average tenure of a seller is around 18 months, highlighting the need for effective training.
- Investing in seller readiness early can lead to long-term success in sales organizations.
- Automation can help sellers focus on meaningful human interactions.
- Sales training should be consistent and comprehensive to ensure seller success.
- Understanding customer needs is crucial for effective sales conversations.
- Karan emphasizes the importance of developing B sellers into A sellers.
The role of Rev Ops is multifaceted, requiring a focus on strategy, systems, and seller enablement. - Chapters
02:26 Karan Singh's Journey in Go-to-Market Strategy
07:15 The Role of AI in Sales and Human Connection
10:36 Productivity vs. Leanness in Sales Organizations
14:13 Challenges in Seller Training and Development
18:53 Key Insights for New Rev Ops Hires
