Your Sales Team Might Be Slowing Down Your Growth - Here's Why

"Abandon your focus on keyword optimization and start optimizing for citations Your human talent should focus on risk removal instead of pitching By the time a human conversation happens, the decision is often 80% to 100% made Businesses no longer find value in standard blog posts, which AI technology has made obsolete The traditional B2B growth engine is now showing signs of "leaking oil." The predictable path to revenue has followed a straight line for many years."

"He predicts that by 2030, all B2B buying decisions - regardless of deal size - will be made through a rep-free experience. "When most people think about how AI will disrupt their industry, they think about content, technology or employees," Gaudet says. "What they're missing is how profoundly AI is changing the buyer's journey. That's where the real disruption is - and the insights have been mind-blowing.""

"The traditional B2B growth engine is now showing signs of "leaking oil." The predictable path to revenue has followed a straight line for many years. It starts off with the marketing department generating leads. Then, sales development reps qualify those leads. From there, account executives spend weeks or months nudging prospects toward a signature. However, high-growth companies have learned that their human-dependent sales process is often the biggest bottleneck to scaling."

Businesses must abandon keyword-focused SEO and optimize for citations and AI-layer discoverability. Human talent should shift from pitching to removing buyer risk. By the time human conversations occur, purchase decisions are often 80% to 100% complete. Standard blog posts have lost value because AI can generate content at scale. The traditional B2B funnel of marketing leads, SDR qualification, and account executive closing is breaking down. Human-dependent sales processes are the primary bottleneck to scaling. Automated procurement and rep-free buying experiences will become non-negotiable as buyers use large language models to discover solutions.

Read at Entrepreneur