AI SDRs fail for 83% of companies, but change is coming

AI SDRs in B2B sales: Recent surveys reveal that while many companies are deploying AI-powered Sales Development Representatives (SDRs), the technology has yet to deliver significant revenue results.

• A survey presented by Tomasz Tunguz at SaaStr Annual showed that numerous B2B companies have implemented AI SDRs, but few have closed deals as a result.
• A similar survey corroborated these findings, indicating that AI SDRs are still in the early stages of proving their effectiveness in sales.

Survey results breakdown: The survey provides insight into the current state of AI SDR adoption and success rates in B2B sales.

• 83% of respondents reported no tangible results from AI SDRs.
• Only 3% of companies have generated real revenue using AI SDRs.
• 11% of respondents are building some pipeline through AI SDRs, suggesting potential for future growth and optimization.

Anecdotal evidence: A public company’s Chief Revenue Officer (CRO) shared an experience that highlights the challenges of AI SDR implementation.

• The CRO deployed AI SDRs and generated a significant amount of pipeline.
• However, despite the increased pipeline, no deals were closed as a result of the AI SDR efforts.

Comparison to other AI applications in sales: The adoption of AI in different areas of the sales process varies.

• In customer support, AI has already replaced over 20% of executives, indicating a more mature implementation in post-sales activities.
• AI Account Executives (AEs) have seen slower adoption compared to AI SDRs.
• AI Sales Engineers (SEs) and AEs capable of instantly answering detailed product and pricing questions may ultimately provide more value.

Cautionary approach: A measured and thoughtful implementation of AI SDRs in sales processes is advised.

• Companies are urged to be cautious and avoid contributing to spam or low-quality outreach.
• Take time to experiment, tune, and optimize AI SDR systems.
• Reassess the effectiveness of AI SDRs in 9-12 months to track progress and improvements.

Looking ahead: The current state of AI SDRs in B2B sales suggests a technology in its infancy, with potential for growth and refinement.

• While current results are limited, the 11% of companies building pipeline through AI SDRs indicate there is room for improvement and optimization.
• The rapid changes in AI technology may lead to significant advancements in AI SDR capabilities in the near future.
• Companies that invest time in refining their AI SDR strategies now may be better positioned to capitalize on future improvements in the technology.