In this episode of Thoughts on Selling, I sit down with Amos Bar-Jospeh, a third-time entrepreneur connecting from Tel Aviv. Amos describes himself as an "anti-capitalist capitalist" -- someone who has rejected the old "growth at all costs" unicorn playbook in favor of a new model: the Autonomous Business.
We dive deep into why the "raise a shit ton of money and hire 40 people before revenue" model is broken. Instead, Amos is building Swann, a company designed to scale with intelligence rather than headcount. We explore the concept of Human-AI collaboration (not replacement), why sales is a zero-sum game of attention and budget , and why the future of software isn't about "record and report," but about adaptive systems that wear the shape of your workflow.
Key Findings & Takeaways:
The "Unicorn Playbook" is Dead: The era of raising massive capital before finding product-market-fit is over. Amos advocates for scaling companies by discovering the "100x version" of each employee through AI augmentation rather than just adding bodies.
Sales is a Zero-Sum Game: Attention and budget are finite. If everyone uses the same AI SDRs to spam the same buyers, no one wins. Success comes from being different, not just better, which requires human creativity.
Zone of Genius: The goal of AI isn't to replace the human but to automate everything outside their "zone of genius" so they can focus on high-value interactions.
The New Software Paradigm: We are moving from static software (like traditional CRMs) to adaptive software that learns your specific habits and feedback loops. It’s not about "more features" -- it’s about software that re-tailors itself to you every single day.
System Interactions to Zero: For 20 years, CRMs promised to help us sell but became reporting burdens. The future is reducing system interactions to zero so sellers can spend 100% of their time on buyer interactions.
Memorable Quotes:
"I’m an anti-capitalist capitalist... I’ve realized... that playbook [growth at all costs] is not for me." — Amos Bar-Jospeh
"It's a business that is designed to scale with intelligence, not with headcount." — Amos Bar-Jospeh
"The future belongs to organizations that... turn each person on the team into their 100X version of themselves." — Amos Bar-Jospeh
"We need to understand... not the AI replacing the AE, it's the AI taking the review process of that AE specifically, formalizing it and repeating it." — Amos Bar-Jospeh
The Bottom Line:We are entering an era where "software" as we know it -- static tools we have to feed data into -- is becoming obsolete. The new winners will be organizations that master Human-AI Collaboration, creating feedback loops that allow AI to handle the mundane while humans drive the strategy.
Call to Action:
Audit Your Stack: Are your tools "recording and reporting" or are they actually adapting to your workflow? It might be time to demand more from your software.
Join the Movement: Subscribe to Amos’s newsletter, The Big Shift, to follow the journey of building an autonomous business.
Experiment: Try out Amos’s digital clone, "Autonomous," in the ChatGPT store to ask your own questions.
Connect: Find Amos Bar-Jospeh on LinkedIn (he has over 30k followers for a reason!)