I was reading an article by Sapphire Ventures recently on Selling Smarter Part 2: AI SDRs and the Future of Prospecting, and that triggered me to share my thoughts.
Here are my thoughts
AI is transforming prospecting in sales. But we need to ask: How do we use these tools without losing the human touch that drives early-stage success?
AI tools shine at repetitive tasks: prospecting, lead qualification, and follow-ups.
By automating the grunt work, sales teams focus on higher-value activities like building real relationships. Efficiency gains = undeniable.
But here’s the catch: Startups thrive on personalization.
Early growth often comes from doing things that don’t scale - going door-to-door (Airbnb), writing hand-written notes (Wufoo), or personally onboarding users (Stripe).
AI can’t replace that. Instead, think of AI as augmenters.
They free up your team to focus on the moments that matter: understanding nuanced customer needs and crafting pitches that truly resonate. Don’t let automation rob your brand of its soul.
Here’s the paradox: In sales, effectiveness compounds exponentially, not linearly.
Nail the human connection early, and your outreach becomes a force multiplier. AI’s job? Help you reach that moment faster, not replace it entirely.
The risk: Over-reliance on AI could commoditize your outreach. Everyone’s using the same tools and templates.
How do you stand out? By blending AI’s precision with human creativity. Surprise your customers in ways machines can’t.
For sales, this is a "founder mode" moment. AI can scout the battlefield, but you still need to lead the charge.
Early customers want to feel your belief, and your passion - not just another automated touchpoint.
Long-term, AI in sales will be invaluable for scaling - but the foundation is built in the early days by manual, heartfelt efforts.
Startups grow by being personal first and scaling second.
AI helps scale what you learn from those personal connections.
AI in sales is here to stay, but the winners will be those who combine AI’s efficiency with human ingenuity.
Use AI to amplify, not replace, what makes your startup unique.
The future is hybrid. 🌟