When I began my career as a Business Development Representative (BDR), my
toolkit was laughably simple: a plugged-in phone and a stack of directories. My job was to dial through hundreds of listings, hoping to luck out and hit upon a few leads that might need our services. Fast forward to today, and the landscape has transformed so fundamentally that those old tactics are not just inefficient; they’re nearly obsolete.
Today’s buyers are informed and empowered, often making up to 81% of their purchasing decision before ever engaging with a salesperson. This monumental shift isn’t just about the availability of information—it’s about a fundamental change in how sales must be conducted. No longer gatekeepers of information, salespeople need to become consultants, trusted advisors who can provide value beyond what a simple internet search offers.
Imagine trying to compete in a Formula 1 race with a standard road car running on
regular unleaded petrol. You wouldn’t stand a chance. The same goes for AI in
sales. A generic AI running on low-quality data is like bringing the wrong engine to
the track—it might move, but it won’t win. Success requires a purpose-built AI
engine—the model itself, designed and trained from the ground up for high-
performance revenue generation.
Just as an F1 engine is precision-engineered for speed and efficiency, an AI model
must be trained on the right data to optimise every decision. When powered by
precise, high-quality data, this kind of AI doesn’t just accelerate sales—it gives your
team the intelligence and precision to outmanoeuvre the competition.
What modern sales teams need are AI tools that are as specialized and finely tuned
as the engines in high-performance racing cars. These tools should not just perform
well but excel, driven by high-quality, relevant data that can turn a routine sales
operation into a powerhouse of efficiency and precision.
Our approach at 6sense is centred around this philosophy of ‘less and better’—less
time wasted on unproductive leads and better, more impactful engagements with
those who are ready to buy. This strategy isn’t just about improving efficiency; it’s
about transforming the very nature of sales interactions, making them more
meaningful, targeted, and ultimately, more human.
For revenue leaders looking to navigate this new era, the challenge isn’t just to adopt AI but to choose and implement AI solutions that are tailor-made for the nuances of their specific markets and challenges. It’s about finding the high-octane fuel that will power your unique engine, not settling for the standard diesel.
In conclusion, as we move beyond the hype, it’s clear that AI’s real value lies not in
its ability to replace the human element but to enhance it, ensuring that when your
sales team reaches out, they are as informed, prepared, and effective as possible.
This is the future of sales – intelligent, precise, and unmistakably human.
