Will AI Replace AEs and SDRs? Deep Dive with Henry Shuck CEO ZoomInfo

Name: Will AI Replace AEs and SDRs? Deep Dive with Henry Shuck CEO ZoomInfo
Uploaded: 2023-12-05T22:05:14+00:00
Duration: 49 s
Channel: Jason M. Lemkin
Description: In this interview excerpt, Henry Shuck discusses how AI will automate many routine tasks performed by Sales Development Representatives (SDRs) and…

5 Dec 2023 · 1 min

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In this interview excerpt, Henry Shuck discusses how AI will automate many routine tasks performed by Sales Development Representatives (SDRs) and Account Executives (AEs), such as bulk email outreach. He emphasizes that AI will not fully replace these roles; instead, salespeople will need to move up the value chain, focusing on higher‑impact activities where they add unique value. Shuck frames the future relationship as a "copilot" model, where SDRs and AEs work alongside AI to drive incremental value, rather than being rendered obsolete.

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Does any of this automating SDRs and AEs, this stuff gonna work in our, in our work lifetimes? Or are we just gonna make them better or less lazy? No, I do think we'll automate out a lot of the function. Uh, yes, not all of it, but I do think there are lots of places, you know, look, there are companies where the SDR is just sending emails. Like, what do you, what do you need? They like just to press a button. Like, it does not necessary in those. Situations. SDRs are gonna have to move up the value chain and figure out like, for sure, where do they add value? Where, you know, what you're really gonna get to and want to get to is where is the SDR riding alongside the AI and driving incremental value along that chain. It is the Copilot model for SDRs and account executives.