Traditional personalization often means manually building multiple pages, segments, or nurture flows. AI flips that. By understanding context, who the buyer is, what they care about, and where they are in the journey, it adapts the conversation in real time. That means your message lands sharper, feels more relevant, and scales across your entire audience without extra overhead.
In today’s tech-driven world, artificial intelligence has become a key enabler of business success. But the question remains — how can businesses effectively harness AI to address their unique challenges while staying true to ethical principles? To explore this topic further, we are interviewing Omer Gotlieb.
Omer Gotlieb is the founder of Salespeak.ai, a company reimagining the B2B buyer journey through a conversational AI layer trained on real product content, documentation, and proof points. Previously, he was the Co-Founder at Totango, where he helped pioneer the customer success software category. With over a decade in SaaS, Omer’s work centers on helping companies meet modern buyers where they are: through truth, clarity, and relevance.
Thank you so much for joining us in this interview series. Before we dive into our discussion, our readers would love to “get to know you” a bit better. Can you share with us the backstory about what brought you to your specific career path in AI?
The honest answer? Frustration, both as someone leading go-to-market teams and as a buyer myself. On the selling side, I kept running into the same bottlenecks: buyers ghosting, demo requests that went nowhere, and websites that felt more like billboards than sales assets. But as a buyer, I was equally irritated. Too often, I couldn’t get a straight answer without sitting through a sales pitch, and I found myself turning to tools like ChatGPT because they gave me clearer, faster vendor research than any SDR or landing page. That’s when it clicked: AI wasn’t the future of selling; it was already the buyer’s first step. So, instead of chasing the buyer, I decided to build a product that would meet them at the front door: ready to answer, guide, and convert in real time.
Can you share the most interesting story that happened to you since you started working with artificial intelligence?
One of our early deployments focused on improving demo conversions. The client had benchmarked around an 8% website-to-pipeline rate and expected a modest lift. But within 30 days, they saw that rate surge to nearly 50%, not just in quantity, but in quality. It wasn’t the spike in demos that stood out, but rather the nature of the conversions. Buyers were asking more detailed, technical questions, showcasing gaps in the company’s messaging that hadn’t surfaced before. That insight impacted far more than the conversation rate. It reshaped the entire go-to-market narrative.
You are a successful leader in the AI space. Which three character traits do you think were most instrumental to your success? Can you please share a story or example for each?
1. Pattern recognition. I’ve always been drawn to what’s just under the surface: what’s missing, misaligned, or misunderstood. At Totango, we spotted early that “retention” was far more than a metric, it was a movement, and that’s how we helped shape the customer success category. With Salespeak, I saw a similar gap: how buyers were already using AI, while companies were still optimizing submission forms.
2. Truth-seeking. I don’t believe in vanity metrics. Every decision we make at Salespeak, every product update, every client teardown, asks the same question: does this actually help the buyer move forward? That’s why we built our own AI Readiness Report to scan websites the way AI does. We needed recognizable truth, not guesswork.
3. Reluctant optimism. I don’t assume tech will fix everything. I assume it can, if used well. AI is powerful, but only if you pair it with a real understanding of how buyers behave. That combination, tech plus empathy, is what drives me.
Let’s jump to the primary focus of our interview. Can you share a specific example of how you or your organization used AI to solve a major business challenge? What was the problem, and how did AI help address it?
We scanned over 1,150 B2B websites through our AI Readiness Report and discovered that nearly 30% of essential buyer-facing information was missing; things like pricing clarity, pain point KPIs, security credentials, and differentiation. So, when buyers or their AI tools went looking, they came up empty.
Salespeak helps close that gap by becoming the intelligent layer between the site and the buyer: it reads your content, pulls real answers in real time, and adapts based on who’s asking. One client saw a massive increase in demo conversions, but even more telling was what surfaced in the AI conversations — buyers were more informed, more decisive, and more aligned by the time they reached sales.
What are some of the common misconceptions you’ve encountered about using AI in business? How do you address those misconceptions?
The biggest misconception is that AI should just mimic human reps. I think that sells AI short and oversimplifies the buyer. AI doesn’t need to act human to be useful. It needs to be clear, fast, useful, and a trusted domain expert. Another misconception is that AI is a cost-cutting tool. That’s dangerous thinking. The real ROI comes when AI helps buyers get what they need faster, which creates trust and velocity, not just savings.
In your opinion, what is the most significant way AI can make a positive impact on businesses today?
Speed to clarity. In complex B2B sales, the hardest part is getting buyers the right information at the right moment. AI, when trained properly, can surface case studies, pricing models, product fit, and even objections, without needing a form fill or rep handoff. That’s not just helpful; that’s transformative.
Ok, let’s dive deeper. Based on your experience and research, can you please share “5 Ways AI Can Solve Complex Business Problems”? These can be strategies, insights, or tools that companies can use to make the most of AI in addressing their challenges. If possible, please share examples or stories for each.
1. Make websites legible for buyers and for bots.
The way buyers discover products has changed. Many now rely on AI tools to scan, summarize, and shortlist vendors. But most B2B websites aren’t built to be understood by AI. Critical information like pricing structure, security standards, and core differentiators is often missing or buried. AI can help companies restructure their digital presence into something that both humans and machines can navigate with confidence. When your site speaks the buyer’s language and the AI’s, you’re no longer invisible.
2. Turn static documentation into live conversation.
Most companies already have the answers their buyers are looking for; just hidden inside PDFs, Notion wikis, or pitch decks. AI lets you surface that content in real time, tailored to who’s asking and what they need to know. It’s not about creating more content; it’s about activating what you already have, turning long-form resources into short, useful exchanges that move the buyer forward.
3. Eliminate the friction in lead capture.
Buyers don’t want to fill out forms or wait for an SDR to follow up. They want to engage, ask, and decide on their terms. AI allows you to replace outdated lead-gen flows with intelligent, conversational experiences that qualify in real time and route only when it matters. No more chasing ghost leads — just clean signals and clearer intent.
4. Reveal blind spots in your messaging.
One of the most powerful outcomes of deploying AI isn’t just the conversations it enables, it’s the ones it exposes. When buyers repeatedly ask about a feature you thought was clear or about a competitor you don’t mention, it highlights exactly where your content is falling short. AI becomes a diagnostic tool, showing you what your buyers wish you had said.
5. Deliver true personalization, without the manual lift.
Traditional personalization often means manually building multiple pages, segments, or nurture flows. AI flips that. By understanding context, who the buyer is, what they care about, and where they are in the journey, it adapts the conversation in real time. That means your message lands sharper, feels more relevant, and scales across your entire audience without extra overhead.
How can smaller businesses or startups, with limited budgets, begin to integrate AI into their operations effectively?
Start with what you already have. Your content is likely your biggest untapped asset. AI tools like Salespeak can turn your existing docs into a sales layer, without a full rebuild or a technical team. It’s about making what you already know more accessible, not starting from scratch.
What advice would you give to business leaders who are hesitant to adopt AI because of fear, misconceptions, or a lack of understanding?
You don’t need to go “all in” overnight. But you do need to experiment. Start small, scan your website, ask what your buyers are asking, and test one AI workflow. The risk isn’t in trying AI. The risk is being invisible to a buyer who’s already using it.
In your opinion, how will AI continue to shape the business world over the next 5–10 years? Are there any trends or emerging innovations you’re particularly excited about?
We’re heading toward a world where buyers won’t visit your site; their AI will. That means the entire digital front door needs to evolve: from SEO to structure to how we communicate differentiation. I’m most excited about AI-native infrastructure, products, and websites built not just for humans, but for the AI agents that represent them. It’s already happening.
How do you think the use of AI to solve business problems influences relationships with customers, employees, and the broader community?
Done right, AI removes friction. For customers, it means no more hunting for answers or waiting for replies. For teams, it means less time on repetitive tasks and more time on strategic work. And for the broader community, it sets a new bar: business that respects your time.
You are a person of great influence. If you could start a movement that would bring the most amount of good to the most amount of people through AI, what would that be? You never know what your idea can trigger. 🙂
I’d start a movement called Don’t Make Me Find It. AI should be used to eliminate the hunt for answers, for pricing, and for proof. If every company focused on clarity before cleverness, we’d all move faster, trust more, and waste less time. That’s the future I’m building for.
How can our readers further follow you online?
You can find more about what we’re doing at salespeak.ai, or connect with me directly on LinkedIn. I share a lot about AI, sales innovation, and what the new buyer journey really looks like.
Thank you so much for sharing these important insights. We wish you continued success and good health!
Omer Gotlieb Of Salespeak On How Artificial Intelligence Can Solve Business Problems was originally published in Authority Magazine on Medium, where people are continuing the conversation by highlighting and responding to this story.