SDRs and BDRs are having to become more strategic and more technical to close deals. You would think that in a world of AI, their jobs would become easier or even be replaced. But buyers are more informed, and they know when a seller is not putting much effort into personalization. Joining me in this episode are two sales professors, BJ Allen and Kristie Jones, to discuss how we can better prepare sellers for these changing roles.

The Evolution of Sales Roles

The role of SDRs and BDRs is changing as buyers become more independent and better informed through AI and easy access to information.
Sales is no longer just about cold calling and emailing. Today’s sellers need stronger critical thinking skills, deeper product and industry knowledge, and the ability to add value much earlier in the buying process.

AI’s Impact on Sales Processes

AI is reshaping sales, from prospect research to reviewing discovery calls. This shift is pushing teams to be more intentional about their processes and committed to continuous learning.
Kristie encourages both students and sales teams to experiment with new technology, even when it does not work perfectly, because that is where growth happens.

Soft Skills Take Center Stage

While technical skills are becoming more important, we agree that soft skills still separate good sellers from great ones.
Kristie highlights the importance of building trust, negotiating effectively, and handling objections.
As more routine tasks are automated, sellers who can connect with buyers, educate them, and solve real problems in a personalized way will stand out.

Advice for Educators and Leaders

The focus should be less on rigid outreach sequences and more on creative problem solving, personalization, and value-driven conversations.
Try to prepare your students for modern sales roles by blending technical knowledge with strong communication skills throughout your curriculum.

“Everything's changing about the seller, because everything's changing about the buyer.” - Kristie Jones

Resources

Find Kristie Jones on LinkedIn or visit kristiekjones.com.

For more sales education resources, listen to “Sales 101: The B2B Sales Classroom.”

Keep track of your sales activity and boost your results with the Prospect Pro sales tool.

Join the LinkedIn Prospecting Course to improve how you use LinkedIn and book more consistent, high-quality sales appointments.

Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

This episode is brought to you in part by the TSE Sales Foundation.

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Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey . We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.