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What would your sales team look like if every rep could sell like your top performer? That's the transformative promise of AI in sales, and it's happening right now.
Arjun Pillai, serial entrepreneur and CEO of Docket, an AI platform transforming B2B sales, reveals how his third venture in sales technology is fundamentally changing how companies approach go-to-market strategies. The problem? A staggering 90% of sales knowledge exists either in people's heads or buried in unstructured data like call recordings and chat conversations. This creates endless inefficiencies, slows down new hires, and leaves revenue on the table.
Docket's solution is brilliant in its simplicity: create a comprehensive "sales knowledge lake" that captures both structured and unstructured data, filters out the noise, and learns specifically from top performers. On this foundation, they've built two game-changing AI agents. Their AI seller autonomously engages website visitors with human-like conversations, while their AI sales engineer – the true breakthrough – provides real-time support during sales calls, helping representatives instantly answer technical questions or handle objections exactly as the company's best salespeople would.
The results speak volumes: customers report 12% higher win rates, 10% shorter sales cycles, and 15% faster onboarding for new reps. With over 15 months of enterprise deployment and 55,000+ questions answered, Docket has proven these systems can work at scale without the hallucination problems that plague many AI implementations. Through confidence scoring, reference links, and customizable guardrails, they've built the trust necessary for widespread adoption.
Perhaps most fascinating is Arjun's perspective on the future. While fully autonomous AI sellers will increasingly handle simpler, high-volume transactions, human representatives will remain essential for complex enterprise sales. The companies that thrive won't be those that replace humans, but rather those that strategically augment their capabilities – enabling every seller to perform like their very best.
Want to see how AI could transform your sales organization? Discover what's possible when you unlock the hidden knowledge in your go-to-market teams.

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