Selling is about to get a whole lot more difficult.
There is a confluence of events and innovations that should worry every sales organization. The first, and I'm sure we have all noticed it, is the explosion of bot accounts and fake profiles that have popped up. According to LinkedIn's own estimates, there were almost 21 million fake accounts that were identified and purged in the first half of 2022. And while that purge might have been somewhat effective, there's no reason to believe that's it's not just a game of whack-a-mole that's happening.
What's particularly interesting about the proliferation of these bots is that they have been getting increasingly more effective in fooling the average user. These bot-driven outreaches will typically seek to take a user off platform as part of some crypto or other similar scam. LinkedIn has even noted that removing these profiles has become more difficult due to their complexity.
While this might seem more of an annoyance than a threat, there is an ever expanding list of AI-powered chatbots that are gaining ground in the marketplace. It won't be long before a startup integrates this AI chat technology into a fake profile designed to solve some top of funnel outreach challenges for sales orgs. It may seem far-fetched but with some current AI tools approaching the threshold of being able to beat the Turing Test. I could foresee a near future where all initial sales outreach could be completely automated.
So what would be the implications of such an event taking place? It's difficult to project but I would imagine that it would decimate what's now the SDR and BDR ranks. If most orgs are pushing volume, why not get a bot that can push volume 24 hours a day? In addition to SDRs and BDRs being at risk, certain AEs would be at risk as well. It's easy to imagine a scenario where most of the TOFU activities are taken over with AI and automation and mid-funnel activity is handled by a few senior reps.
Now more than ever, it's critical for sellers to adapt quickly to the changing buyer and technological landscapes.
Industries that rely on volume outreach and/or prompt their teams to constantly smile and dial are going to be the first ones to look at replacing their human reps. In order for reps to remain relevant and create a hedge against being replaced, reps should be looking at taking as personalized a GTM approach as possible. nicholas thickett of Alignd | getalignd.co recently posted about an Harvard Business Review article that provided a roadmap for one way of being high-touch and creating constant value in the buying process.
Whatever road you select as a seller, the one that's rooted in driving volume is going to be a dead end. Whether we care to admit it or not, the sales playbooks from the 1980s won't work. Hell, the sales playbooks from the 2000s aren't working. If you want to remain relevant as a seller, the focus needs to be on building your profile as an SME and driving that value to your customers.
The choices are simple and stark for sellers: adapt or die.
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