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Sales Pros Are Turning To AI Like Fullcast
Amy Osmond Cook
February 03, 2026
40% of Sales Pros Turned to AI like Fullcast for Comp Planning and other top sales stories this week
In Today’s Email
The top 10 Sales Stories of the week
Tip of the week
And more!
The Top 10 Sales Stories This Week
As we wrap up January 2026, the data is telling a clear story: AI has moved from "experimentation" to "revenue engine." From massive capex spending by Meta to tangible B2B sales growth at industrial firms, the market is rewarding those who operationalize their data.
Here are the trends and numbers defining the sales landscape this week.
Applied Industrial Technologies posted $1.16 billion in sales for Q2, crediting their margin gains directly to AI investments. They used pricing analytics and sales productivity tools to offset soft demand, proving that AI is a current-quarter revenue driver, not just a future roadmap item.
The market for autonomous AI agents, tools that qualify leads and schedule meetings without human intervention, is projected to hit $139 billion by 2033. Unlike chatbots that wait for prompts, these agents perceive and act independently, fundamentally changing the SDR role.
Friction between SDRs and AEs over "bluebird" deals and lead quality is dragging down pipeline efficiency. We developed a "Plan-to-Pay" framework to align incentives across the revenue team, stopping talent churn and fixing the handoff gaps where revenue leaks.
Mark Zuckerberg announced a massive $115–$135 billion capex plan for 2026, focusing on AI agents like Fullcast that leverage personal history to recommend products. This moves beyond simple targeting; it’s about agents that know your customer’s preferences better than they do.
You can't just buy the software; you need the general. We identified the 7 specific traits, from data strategist to diplomat, that define the leaders successfully running these new revenue engines.
Microsoft Copilot saw a 700% spike in AI-assisted browsing over the holidays. Integrations with Shopify and Stripe are shortening the funnel, proving that buyers are comfortable letting AI guide their purchasing decisions.
If you think B2B buyers only care about spreadsheets, you're losing deals. We analyzed the psychological triggers—like social proof and loss aversion—that actually get contracts signed, even in complex enterprise sales.
Enterprise AI has hit scale. IBM's accumulated GenAI business reached $12.5 billion, driven by mainframe sales and code generation. Large organizations have moved past the pilot phase and are deploying infrastructure to support sales-enabling tech.
Ranking #1 isn't just about clicks anymore; it's about being the source Google's AI quotes. We explain how to structure your content to become the "expert consensus" in AI Overviews, positioning your brand as the authority before a prospect even visits your site.
87% of marketers use content, but few can prove ROI. Move your distribution strategy inside your GTM plan to measure what actually matters: pipeline velocity and deal acceleration.
Sales Tip of the Week: Leverage "Loss Aversion" in your Sales Content
Our latest research on Buyer Psychology highlights a critical lever for closing deals: Loss Aversion. The pain of losing $100 is psychologically twice as powerful as the joy of gaining $100.
Shift the narrative to make the cost of inaction plain and measurable.
Why it matters: In a tight economy, buyers will stick with a painful status quo rather than risk a new solution unless you show them that staying put is the riskiest move of all.
Will Spendlove: AI for GTM Isn’t About Automation—It’s About Control
In this episode of the Go-To-Market Podcast, Dr. Amy Cook sits down with longtime collaborator and GTM leader Will Spendlove to share how AI, analytics, and RevOps are colliding to fundamentally change how companies operate, sell, and scale.
From Will’s early days in product and growth marketing to carrying a bag as an AE at Symantec, to leadership roles at Salesforce, DocuSign, and now Alteryx, this conversation dives deep into what it actually takes to democratize data, operationalize AI, and empower revenue teams—without bottlenecking RevOps or IT.
Listen and subscribe on Spotify, iTunes, and YouTube.
Did you hear? Fullcast published a book!
The RevOps Advantage reveals how the best revenue teams operate like world-class pit crews—driving alignment, executing seamless handoffs, and making every move data-driven.
Co-authors Ryan Westwood, Dr. Amy Osmond Cook, and Bala Balabaskaran break down why nearly half of RevOps leaders are investing in AI for sharper insights, and how you can use automation to deliver the accelerated growth your board needs.
 | Amy Osmond Cook, PhD Cofounder and CMO at Fullcast
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