#334 Keenan - The Two-Step Sale System That Closes Anyone

I mean, I think there's two ways that it's affecting it.

At the macro level, it's just more shit in, more shit out.

If we pay attention to what sales has been doing for the past, 20 years, 15 years.

It's just trying to find a dial that just allows me to quote unquote scale more, more, more, more.

So, you know, when I started in sales, you had salespeople and we had to literally sit down and I talk about in the book and we had the yellow pages where I worked for the chamber of commerce lists.

You had these lists or these leads and you just sit and call them and people would pick up the phone.

Even if you couldn't close everything, people would actually pick up the phone.

Well then, you know, tech came out and, and, the you know email came out so people started using email and then once email came out you had things like sales sales loft and outreach and they just allowed you to build cadences now think about that when i when i was doing before all of that you'd send an email and you might send another one you might send another but it would be disjointed and you might only send one or two and you'd make some calls and that's about it right when you're not a machine And you've got in there hiring these whole machines, these whole engines.

You want to have a bunch of SDRs.

You load them up into outreach and sales lofts.

I think we've 12X, I think the number is, 12X or something like that, the number of emails and outreaches to customers times some ridiculous amount of more salespeople.

So basically, we just flooded the market.

And what they didn't do is really get any better at actually the job.

Salespeople are not very good anymore.

They don't really – aren't very good at the job of selling.

It's just – More garbage, garbage, garbage, garbage.

And so now rather than slowing down and fixing the problem, what have we done? We've amped it up with AI now.

Now AI is going to run and AI is going to do it.

Now it's going to be 24-7, right? Just 24-7.

Now out of the gate, it's not working.

SDR still closed more deals than AI.

SDR is still better at it.

So- it's not really working and it's just making the, it's saturating the inbox and saturating the voicemails and LI of buyers and they're fed up.

They're just fed up.