In today's episode, we have a special guest joining us - Devang Agrawal, representing his AI company Glyphic AI. Devang brings a wealth of experience from his time at Apple and Google Deepvine, and today he will be diving into the fascinating world of AI in sales. Glyphic AI is on a mission to help companies build and sell products that people truly want, using the power of AI. With around 10 paying customers and several pilot customers, Glyphic AI is still in the early stages of their journey. Devang believes that starting selling earlier would have been beneficial for validation purposes. In our discussion, Devang emphasizes the importance of early validation and learning from users and customers. He shares insights on the value of design partners' feedback and the necessity of market validation. We also touch on the challenges of balancing AI's capabilities with customer expectations. The evolution of AI technology has transformed the sales landscape, and Devang gives us a glimpse into the incredible potential it holds. From extracting strategic insights from sales calls to automating non-core sales activities, AI has the power to revolutionize the way sales teams operate. Devang also shares his own experiences using Glyphic Copilot, an AI tool that has significantly improved his sales team's process. He discusses the benefits of embedding a sales process into their daily work and how AI has helped guide his team towards closing deals. We'll also explore the potential risks of relying too heavily on AI and the importance of maintaining meaningful conversations with clients.