September 2026#
AI won’t fix your mess. It’ll multiply it.
Scott Ward gets Kevin into where AI actually lands in a go-to-market system: why almost every AI engagement turns out to need RevOps work first, why call transcripts are the richest data a company already has and doesn’t use, and the case against automating a whole role instead of the small repetitive pieces of one. Plus the second brain in Notion, why BI dashboards are on the way out, and the two scheduled Claude runs that bookend his day.
Hosted by Scott Ward
From the episode
“You can add AI to those situations, but it’s just going to amplify a really messy and inefficient situation, and potentially even cause more problems than it solves.”
AI gave you 50 silos instead of 5 →“The record on your CRM has 40 or 50 key fields you need filled out. You can probably fill out hundreds of different fields just with the transcript data — and that requires absolutely no interaction from the sales rep.”
Stop adding required fields →“I haven’t touched a Tableau or a Looker. I haven’t touched the HubSpot or Salesforce custom reporting tools in six-plus months. I just don’t see any reason to do it.”
BI tools are dead. Your CRM is fine. →“If you think about automating a whole role, or automating what somebody spends 25% of their day doing, you’re thinking too big. Break it into something much smaller and you’ll find much bigger wins.”
Think smaller. The AI SDR is the worst idea. →“You can totally do everything that I’m outlining here yourself. In fact, I will literally tell you how to do it. That’s the output of the audit.”
The AI Effectiveness Audit →
