Hey guys! 

This newsletter will focus on explaining trends in AI for revenue and what they mean.

So let’s get into it.

The trends with AI and what it means for SDRs and AEs targeting SMB and midsegment. Let’s get to the enterprise game later.

So, AI is forcing its way forward in the revenue space in an insane way.

But to put this into context we need to understand how buyer expectations and AI meet.

So, guys, B2B buyers want to buy without talking to people. #Accept 🧠

Here are some stats, if you need proof.

1. BigCommerce B2B Buyer Preferences Research: This research highlights that B2B buyers are becoming more comfortable with making large purchases online. Over one-third of respondents reported being comfortable spending $500,000 or more via e-commerce channels and 77% said they are willing to spend at least $50,000. The research discusses the importance of seamless digital experiences, including detailed product information and transparent pricing. - BigCommerce

2. Gartner: This study emphasizes that 44% of millennials involved in B2B purchasing prefer not to interact with a salesperson, opting instead for digital self-service channels. This preference spans a broad range of purchase sizes, particularly for more straightforward, transactional buys. Many buyers expect frictionless digital experiences similar to those in the B2C world​ - McKinsey & Company

3. McKinsey & Company: Their study on B2B sales trends finds that 70% of B2B decision-makers are open to making fully self-serve or remote purchases up to $50,000, and 27% would consider spending $500,000 or more without human interaction. This shows a clear trend toward higher-value transactions being conducted digitally​ - Kibo Commerce
   These studies show a growing trust in online purchasing for B2B, driven by the convenience of self-service and digital tools.

So what should this mean for us as revenue leaders?

First, we need to understand that SMB/Midsegment will be fully self-served in a couple of years. 

Yeah, I know, you might now believe me and in 4 years I will share this article again… like, this is not the time to stick our heads in the sand. 

So AI will…

Replace SDRs/BDRs:

SDRs/BDRs typically focus on lead generation, prospecting, and early-stage outreach. AI is perfectly suited for automating and optimizing these tasks due to its ability to process large amounts of data, identify trends, and do ACTUAL personalized outbound and inbound outreach at scale in a way that no human is. Even if you are AMAZING at your job you can't do scale and high quality at the same time. There are simply not enough hours in a day. 

The end line here is that ALL this work is all scripted. 

Every job that is scripted and transactional in revenue will be replaced. 

How Ai will replace functions:

• Lead Sourcing & Qualification:

  • AI can analyze huge data sets, such as website visitor behavior, social media activity, and CRM data, to identify high-potential leads.

  • Machine learning algorithms can automatically score leads based on how closely they fit an ideal customer profile (ICP), reducing the need for manual lead qualification by SDRs.

• Automated Outreach:

  • AI-powered tools (e.g., chatbots, email automation) can send highly personalized messages at scale, handling cold outreach through email, social media, or even phone calls. (Check out https://www.11x.ai/worker/jordan and have a chat with Jordan)

  • Natural Language Processing (NLP) enables AI to draft and send targeted emails that mirror human-like interactions, making initial engagement seamless.

• Follow-up & Nurturing:

  • AI can automate follow-ups with prospects who don’t respond immediately, ensuring timely and persistent engagement without human intervention.

  • Tools like chatbots or voice AI systems can handle inbound inquiries, guiding prospects down the funnel or qualifying them in real time.

Impact:

• Completely NO need for human SDRs/BDRs: AI will be able to do ALL the things your best SDRs(and let’s be honest, outbound outreach is peaking at BAD right now) are doing today, and the tech will just improve.

• Higher efficiency: AI can work 24/7, engage thousands of prospects at once, and avoid human error(unless you put the error in the scrips, something I am sure is happening RIGHT NOW TOO), leading to faster pipeline development.

• Do we even need meetings? Also, Ai will move buyers via a digital sales funnel, rather than ONLY booking meetings. 

Replacing AEs (for SMB Sales) - and here it becomes a bit tricky. 

The current role of AEs focuses on deal closure, customer relationship management, and finalizing contracts. AI will impact SMB sales because SMB transactions are often lower in complexity and follow patterns that an AI can efficiently handle.

Most of you are envisioning a current and future state where AI merely assists the sales process by scheduling meetings and helping in the closing stage, rather than fully replacing the human-driven process. 

^{_{It’s not strange - we humans tend to think in version 1.1 instead of version 7.}}  

This scenario envisions AI acting as an intermediary, automating specific tasks like appointment setting and providing information during sales conversations, coaching live, etc. 

Scenario 1: How AI will replace CURRENT AE Function, step by step.  

Automated Sales Conversations:

• AI-driven conversational agents, powered by NLP, can handle increasingly complex customer interactions, from answering objections to explaining product features and pricing.

• AI tools like virtual sales assistants can engage prospects in deep, data-driven conversations, helping guide them toward purchasing decisions.

• Proposal and Contract Generation:

  • AI can automatically create tailored proposals, quotes, and contracts for SMBs based on predefined templates and customer data.

  • Automated workflows and e-signature integrations allow for seamless contract management, further reducing the need for AEs to manually create or negotiate contracts.

• Product Demos and Presentations:

  • AI-powered platforms can create personalized product demos for each prospect based on their specific business needs. Prospects can interact with virtual demos, reducing the need for human-led walkthroughs.

• Predictive Analytics for Closing:

  • AI can analyze customer engagement signals (emails opened, website visits, product interest, etc.) to predict when a lead is ready to buy, helping automate the decision to send a proposal or move to close.

  • AI can also identify patterns in successful deals to adjust pricing or contract terms dynamically, optimizing for maximum conversions.

Impact:

• Less human involvement in closing SMB deals: Since SMB deals tend to follow simpler and more standardized processes, AI can often handle the entire sales cycle, from discovery to close.

• Personalization at scale: AI can personalize the sales pitch based on a huge range of data, providing SMBs with relevant information without requiring an AE to spend time on each deal.

• Faster deal cycles: AI can streamline processes like proposal generation, pricing, and contract negotiation, reducing the time it takes to close SMB deals.

While this approach is theoretically possible, it is increasingly unnecessary, and very likely we will move to Scenario 2 instead, much faster than you can imagine. 

Scenario 2: AI runs the buyer via a completely digital buyer journey, with online content, dialogue, and support as a helping agent. 

1. The Rise of Self-Service Purchasing:

• B2B buyers, especially those making purchases below a certain threshold (e.g., up to $500,000 in some cases), are showing a strong preference for self-service. They want seamless online shopping experiences, akin to their B2C purchases, and expect to navigate the purchase journey on their own. Having AI book meetings and assist in the final stages is not needed for most transactional sales. Buyers prefer convenient, low-friction experiences, where they can gather information, compare options, and purchase without any unnecessary human touchpoints​ - Kibo Commerce

2. AI Can Guide Buyers Through the Entire Journey:

• Current AI technologies, such as conversational AI and natural language processing (NLP), are sophisticated enough to provide product demos, answer complex queries, and even personalize recommendations throughout the buyer’s journey. With this capability, there’s less need for humans to step in at any point unless the deal is highly complex or requires negotiation. (Enterprise, my friends)

• AI-driven virtual assistants or chatbots can already answer nuanced questions, simulate live sales discussions, and help the buyer configure complex products. This eliminates the need for AI to book meetings with human representatives or have them step in to close the deal​ - BigCommerce

3. Efficiency Gains Through a Full AI Journey:

• Having AI book meetings for human-led interactions, only to have AI close the deal, creates unnecessary steps. If AI can provide the information needed to guide buyers to a decision, adding a human touchpoint simply adds time and friction to the process. For instance, if an SMB buyer can configure and purchase products with automated guided flows, there’s little point in introducing a meeting just for the sake of having one.

• By removing human interaction from low-complexity purchases, businesses can close deals faster and more efficiently. Research shows that 27% of B2B buyers are already comfortable making large online purchases without human involvement, and that percentage is growing as trust in AI systems increases​ - Kibo Commerce

4. Scaling with AI:

• AI systems are scalable and can handle multiple accounts simultaneously without requiring downtime. They allow for 24/7 interaction and can respond immediately to queries, provide personalized recommendations, and generate contracts without delay. Introducing humans via scheduled meetings reduces this efficiency and would require human availability, scheduling, and follow-ups—all of which AI can handle more effectively.

Why AI-Booked Meetings and Human Closures Are Less Needed:

• Buyers’ Preferences: B2B buyers are growing more comfortable with self-service, preferring to research, configure, and finalize purchases on their own terms. THIS IS WHAT our buyers WANT, people!

• Technological Maturity: AI is now capable of mimicking much of the dialogue that traditionally would have been handled by an AE during meetings. Buyers can get answers to technical questions, pricing information, and custom proposals from AI systems without needing a human touch.

• Sales Process Simplification: Introducing meetings adds unnecessary complexity for both the buyer and seller, particularly for SMB and mid-market transactions. The smoother, frictionless digital journey without human intervention is becoming the norm.

Conclusion about the AI Storm:

So AI CAN book meetings and assist in closing deals (Scenario 1), this approach is becoming increasingly redundant. 

With current advancements in AI, buyers can go through a completely digital sales journey without the need for human intervention, leading to faster deal cycles and increased efficiency. The shift toward self-service and trust in digital transactions means that the entire sales process can often be handled by AI, reducing the need for human SDRs and AEs in most SMB and midsegment transactions.

But what about high midsegment and enterprise, you might ask? 

Let’s dive into the future of revenue generation for the revenue teams that will address the high-level midsegment and the enterprise segment. 

BTW; AI is unlikely to fully replace enterprise sales(YET) due to the complexity of deals, multi-stakeholder decision-making, and the need for tailored solutions, contract negotiations, and relationship management. It’s a full-blown project lead role, as most enterprise teams know. 

While AI can automate admin tasks and assist with data-driven insights, human interaction remains essential for navigating high-stakes transactions, building trust, and providing strategic guidance. The human touch is key in enterprise sales, particularly in managing long sales cycles and post-sale relationships.

Many enterprise teams would benefit from using AI a lot more than they are, but it’s not the same game. 

Enter, ABS. More on that in another post.

Full Conclusion:

AI is transforming SMB sales, SaaS businesses need to adapt.

1. Time to start adapting AI aggressively in your SMB teams. Like, right now. (Ps. keep in mind that you will need to make proper preparations for how the teams will change moving forward)

In essence, AI supports or replaces current SMB strategies and streamlines the buyer's journey, making the shift to ABM/ABS not only possible but essential for SaaS companies looking to remain competitive and honestly, stay alive.

Here you can find a webinar on demand on the topic crossing the chasm for SaaS - check it out.

If you want a chat about how to make the shift, I offer a free session to discuss here!

Happy scaling, peeps!

/Sara