What does the future AE look like in the age of AI?

Toni and Raul break down how AI could transform sales productivity, reshape go-to-market structures, and create the $5M ARR AE. From hyper-optimized workflows to the rise of the “celebrity AE,” this episode explores three new models that redefine what top performance looks like.

This episode is brought to you by Evergrowth — Their Agentic GTM Workspace enables revenue teams to collaborate and win with AI-powered teammates, breaking down silos and helping B2B teams grow smarter with fewer resources.

Want to work with us? Learn more: revformula.io

• (00:00) - Introduction
• (03:00) - The 5M ARR AE with AI
• (11:17) - Hyper Optimized Enterprise AE
• (15:18) - AI-Assisted Sales Meetings
• (19:04) - Maximizing Sales Efficiency
• (20:50) - Salesperson as a High Performer
• (22:01) - Factory Automation
• (24:42) - The SMB Multitasker
• (32:44) - The Celebrity AE
• (35:29) - Influencer Crossovers in Sales
• (39:00) - Wrapping up
• (40:42) - Next Week: The 2025 Hiring Playbook

James Roth, CRO at ZoomInfo, joins Toni to break down how AI is reshaping go-to-market. From the collapse of inbound demand to the rise of intelligent outbound, he explains how teams can stay efficient, use AI without the hype, and turn data into real impact.

We also talk about ZoomInfo’s $1.2B ARR growth, the myth of “AI-native” startups, and what go-to-market intelligence actually means in 2025.

Want to work with us? Learn more: revformula.io

• (00:00) - Introduction
• (01:38) - ZoomInfo's Growth and Public Perception
• (06:45) - AI's Role Today
• (10:04) - ZoomInfo's Approach to AI and Competition
• (15:35) - Go-to-Market Intelligence Explained
• (21:09) - Integration and Collaboration in the Industry
• (26:01) - SEO Challenges and Market Impact
• (28:45) - The Resurgence of Outbound Sales
• (33:27) - AI's Role in Sales Efficiency
• (39:46) -  Leveraging AI for SMB Data
• (46:39) - The Drive for Efficiency with New Tools
• (53:10) - Next Week: $5M ARR per AE with AI

Feeling burned out or stuck in your job? Chris Walker says the real problem might not be your boss or your paycheck, it’s the frequency you operate in.

In this episode, he shares with Toni how trusting his intuition led him to sell Refine Labs and step away from the company he built, and why he believes we’re leaving the Information Era and entering a new “Frequency Era,” where your energy and mindset matter more than credentials or experience. Chris explains the six tiers of frequency, what it takes to move beyond stress and burnout, and how urgency and constant pressure can quietly pull a whole company into low-frequency habits.

Want to work with us? Learn more: revformula.io

• (00:00) - Introduction
• (01:56) - The Decision to Exit Refine Labs and What's Next
• (11:09) - The Shift from Information Era to Frequency Era
• (15:37) - What is Frequency?
• (20:13) - Frequency Tiers and Personal Growth
• (22:46) - Tier One: Recognizing the Illusion
• (24:05) - Tier Two: Breaking the Illusion
• (26:17) - Tier Three and Beyond: Energetic Mastery
• (32:10) - Example: How You Relate to Time
• (33:49) - Where Frequency meets Business
• (37:06) - Defining Success Beyond Financial Metrics
• (42:39) - The Power of Choice and Awareness
• (44:13) - Examples of Different Company Frequencies
• (46:54) - The Role of Urgency and Pressure
• (51:19) - Impact of Venture Capital on Company Frequency
• (55:16) - Leadership and Frequency Alignment
• (01:05:45) - Final Thoughts and Personal Journey
• (01:09:13) - Next Week: Zoominfo's James Roth on AI in Sales and Marketing