The REAL Reason Your Sales Team Is Only Selling 25% of the Time — And What Fixes It

What separates a productive sales team from one buried in operational work? For Srinivas Bandi, it comes down to eliminating the endless toil that keeps sellers away from actually selling.

In this episode of Hunters and Unicorns, Simon Kouttis and Ollie Kuehne sit down with Srinivas Bandi, Co-Founder and CTO of Aurasell, to explore how AI is reshaping the modern go-to-market stack and changing how sales teams work. They discuss why most sellers spend less than 25% of their time selling, how AI agents can automate everything from prospecting to forecasting, and why the future of sales is about letting humans focus on high-value conversations. The conversation also explores AI-native software, data ownership, the fragmentation of today’s GTM stack, and why companies need to focus on business outcomes rather than simply adding more tools.

In this episode:

• Why sales reps spend less than 25% of their time selling

• How AI can move selling time from 25% to 75%

• Why the future of sales is AI agents + human conversations

• The problem with fragmented GTM stacks and 50+ tools

• Why high-fidelity data is becoming a competitive advantage

• How AI is changing product development and customer success

• Why speed and execution are becoming critical moats

• What the future of the GTM stack could look like

About Srinivas Bandi Srinivas Bandi is the Co-Founder and CTO of Aurasell, with previous leadership experience at VMware, Nutanix, and Harness. He has spent his career building enterprise technology and scaling products across cloud, infrastructure, and AI. Subscribe to Hunters and Unicorns for conversations with the leaders building, scaling, and transforming high-growth technology companies.

About Our Sponsor: Big thanks to Aurasell for sponsoring this episode. Aurasell is an AI-native GTM platform that replaces the 15+ disconnected tools your sales team is juggling — prospecting, deal management, forecasting, and coaching all in one place. Available as a layer on your existing Salesforce or HubSpot, or as a standalone AI-native CRM. https://www.aurasell.ai/

#HuntersAndUnicorns #SrinivasBandi #Aurasell #SalesAI #AIAgents #GTM #B2BSales #SalesLeadership #RevOps #RevenueGrowth #ArtificialIntelligence

Timestamps:

0:00 — Trailer

1:09 — Welcome & Introduction

2:17 — Career — VMware to Nutanix to Harness

6:02 — Identifying a Company's Real Moat

9:09 — Creating Real Differentiation in a Crowded Space

15:38 — What Drew Him to Solving This Problem

20:28 — Building for the Future With Aurasell

26:33 — The Nutanix Product & Its Impact

30:41 — Balancing Customer Feedback With Product Vision

35:14 — Staying Ahead When Innovation Moves Fast

38:51 — Will the Founder Profile Change in the AI Era

41:34 — The Future GTM Stack

44:33 — Will AI Make the Market Too Noisy

47:35 — How the Seller Profile Will Change With AI

49:31 — Could Salespeople Ever Be Fully Replaced

52:02 — Aurasell's Impact on Sales Rep Productivity

56:04 — Is Customer Success Being Replaced by AI

58:02 — Closing