How AI will replace A LOT of sales reps within the next few years

The future of sales execution isn’t Cadences (I guess some folks call them Sequences!?!?) 😆 

Let’s look at a brief timeline that led us to this point before I spell out how everyone will sell ~3 years from now (Who knows? Maybe sooner.)

2010 - I’m in a transactional sales role taking souls in a boiler room above the Hooters in Vista, California. I have the bright idea to email all of my prospects a promo offer. One email with all of them CCd. I learn about the difference between CC and BCC 🫠 . It’s too late though. The “one to many” seed has been planted.

2013 - Out of the boiler room and selling SaaS in Austin, Texas. Still fairly transactional. A guy I work with shows me how to send mail merges with Word and Excel. Instead of sending just one blast I figure I might have better results if I send three blasts to the same people spaced out over 2 weeks to close out the month (“Finance has given me three coupon codes to be used by the end of the month. Would you be interested in saving a couple bucks?”). It works and I absolutely crush my number every month. 📈 

2015 - Promoted to Channel Sales. I now have 1,200 VAR partners that I need to extract sales from. How in the hell am I going to reach out to all of these folks!?!?! I do some research, sign up for some trials, and then talk finance into buying me a MixMax license. I think it was $168 for the year. Now I’m using multi-email sequences AND automating most of the emails. I can track my reply rate. I can calculate a meeting rate manually. I know my meeting to Opp rate, Win Rate, and ASP. I now know exactly how many people to contact to hit my number. I absolutely crush my number. 🤑