I respond to a lot of outbound emails with questions:
"OK, but how can your app really solve my problem?"
"OK, but what does it truly do better, for my use case?"
"OK, but …"98% of time, the AE or SDR can't give me a decent answer
AI is coming for their job
— Jason ✨Be Kind✨ Lemkin 🇮🇱 (@jasonlk) March 13, 2024
There’s one thing I think it’s really important for sales reps to understand: AI is coming for your job.
You can laugh, and say ChatGPT is never going to replace an enterprise AE.
But that’s less the point. AI has already come for post-sales and the contacr center. We’re already getting to a point where every contact center wants to automate 50%+ of interactions with AI and automation. That’s radical change, it just 18 months really. From 0%-10% to 50% as the goal.
And that means 50% less humans.
Next up is sales. Yes, here it’s only just begun. Adding AI to existing sales tools doesn’t replace humans.
But it’s going to be the goal. A lot of energy and money will be putting into cutting down the number of human reps, and automating more.
Will it all work? Maybe not. But maybe more at the low end than we think.
The reality is in post-sales, customers are willing to tolerate somewhat worse support to get to 50%+ automation. Will software companies tolerate somewhat “worse” sales if 50% of sales can be automated?
Maybe. Maybe.
An AI sales bot that isn’t as good as a top rep, but can do a bunch of the job, 24x7x365, in any language, at any time, for pennies on the dollar … that’s a goal many already have.
2025 may get us part of the way there. At least, realize it’s already happened in the contact center. The sales pit is next.
(robot image from here)
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Jason Lemkin, Khareem Sudlow
