I’ve been involved in SaaS since 2005. I’ve collaborated with many excellent SDRs and others who have come and gone quickly. I’ve endured thousands of sales calls.
With SaaStr now implementing over four AI SDRs and BDRs, we’ve gathered substantial insights:
- An AI SDR must be trained thoroughly to perform effectively. Forgetting to adjust is not an option yet.
- We must perform QA on AI SDRs daily for ongoing improvement. Manage them as human SDRs, albeit differently.
- A significant learning: An AI SDR typically possesses far superior product knowledge than any human SDR.
An AI SDR can be trained on everything—every webpage, collateral, and objection.
95% of human SDRs don’t truly understand what they’re selling.
It’s not about needing more training; they can’t articulate their product’s technical value when confronted by an informed individual. They can’t hold a genuine conversation and need to call for assistance.
The Product Knowledge Disconnect
In reality:
A VP of Engineering asks during a call: “How does your API handle rate limiting at scale?”
The SDR pauses.
“Great question! Let me connect you with our solutions engineer for detailed insights.”
This happens 95% of the time.
When asked about data lineage by a CPO, the SDR refers to product marketing.
A CIO inquiry on compliance frameworks prompts scheduling with the security team.
On technical questions beyond basics, human SDRs become costly schedulers.
The Hidden Cost of Technical Ignorance
This norm has shaped go-to-market strategies around SDRs acting as mere appointment setters for complex queries.
But ponder the actual cost:
- Extended sales cycles: Each redirection to a technical resource delays your deal by 3-7 days
- Lower conversion rates: Technical buyers lose steam without immediate answers
- Resource drain: Top technical talent fields basic questions
- Credibility loss: An SDR unable to answer fundamental questions signals a lack of product understanding
Why AI SDRs Will Prevail (Beyond Productivity Gains)
AI SDRs are lauded for enhanced productivity—more calls, emails, and 24/7 operation. True, but it overlooks the main point.
AI SDRs excel at the role compared to humans.
Here’s why:
Perfect Product Knowledge, Unconditionally
AI SDRs access comprehensive technical documentation, every product update, integration detail, and compliance framework instantly. They retain feature information, avoid obsolescence, and handle technical queries solo.
Consistent Technical Credibility
AI SDRs can explain OAuth 2.0 flows, token refresh mechanisms, and security practices without hesitation, regardless of inquiry.
Real-Time Learning and Adaptation
Where human SDRs might require weeks of training for product updates, AI SDRs learn instantly, staying current, precise, and prepared while retaining manual training.
No Ego, Politics, or Bad Days
Human SDRs can falter, compromise, or prefer “easier” leads. AI SDRs approach every discussion with consistent preparation and professionalism.
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