Jamie and Amar discuss the transformation of the SDR (Sales Development Representative) function in sales organizations due to the impact of Artificial Intelligence (AI) and the need for AEs (Account Executives) to self-generate leads. The podcast host, Jamie, highlights companies' challenges as they invest in lead generation but only fuel a small percentage of AEs.

Amar and Jamie discuss how the SDR function has become commoditized over time, leading to its radical transformation. Also, they touch on the history of the sales organization's structure, highlighting the shift from a full-cycle seller to carving out the SDR function. Jamie concludes by questioning what AEs are now doing and how companies should proceed to address these challenges.

Connect with Jamie and Amar

Jamie Shanks: www.linkedin.com/in/jamestshanks/
Amar Sheth: www.linkedin.com/in/amarsheth/

Build Pipeline Fast with Former Customers & New Decision Makers!

pipelinesignals.com/