Thanks, very thought-provoking. Here are two follow-on takes:
First, from the buyer's perspective, this argues for return-to-office. Customers can't meet with vendors in person (i.e., not Zoom) and ask them hard questions (as good corporate fiduciaries) if everyone is working from home.
Second, it means that companies can't replace (human) SDRs with AI SDRs. Today's SDRs are tomorrow's AEs who'll do those in-person customer visits, so you need a "farm team" of SDRs learning how to sell your product. I'm sure the SDRs will use AI tools to increase their effectiveness, but you still need a human in the outreach loop.
Thanks, very thought-provoking. Here are two follow-on takes:
First, from the buyer's perspective, this argues for return-to-office. Customers can't meet with vendors in person (i.e., not Zoom) and ask them hard questions (as good corporate fiduciaries) if everyone is working from home.
Second, it means that companies can't replace (human) SDRs with AI SDRs. Today's SDRs are tomorrow's AEs who'll do those in-person customer visits, so you need a "farm team" of SDRs learning how to sell your product. I'm sure the SDRs will use AI tools to increase their effectiveness, but you still need a human in the outreach loop.
Most CROs I talk to want RTO.
Re: AI SDRs, today at least they seem more to augment humans than replace. We'll see!