Your Job Isn’t to Buy AI. It’s to Buy Outcomes.

Most AI tools in sales become shelfware within 90 days. Anup Khera, named Top 25 CRO to Follow in 2026, reveals why AI pilots fail and shares his 3-question prioritization filter for evaluating tools. Learn about the “distraction tax,” measuring AI’s real value beyond activity metrics, and building AI-native sales teams without losing human connection. Insights from scaling Attentive internationally and three major exits including ExactTarget’s $3B Salesforce acquisition.

Most AI tools in sales become shelfware within 90 days. In this episode, Paul Brzozowski sits down with Anup Khera, Chief Sales Officer at Onclusive, to unpack what it actually takes to build AI-native sales organizations that deliver results.

Anup was just named one of the Top 25 CROs to Follow in 2026. He was voted UK’s #1 Sales Leader in both 2022 and 2023. He built Attentive’s international business from employee #1 outside North America to massive eight-figure growth on the path to $100M ARR in under three years. He has been part of three major exits including ExactTarget’s IPO and its close to $3B acquisition by Salesforce. Over 20 years scaling SaaS revenue engines across three continents.

Now at Onclusive, Anup is reviewing the entire AI stack for sales and building the frameworks to make sellers AI-native without losing the human touch that makes great sellers great.

Originally published on Future of Agentic.