Back in the dark ages (when dinosaurs roamed the Earth), I grew up in the enterprise sales world of having to do everything myself:

• Researching my market
• Prospecting my target buyers
• Discovery calls
• Strategy
• Sales meetings
• Closing
• Account management
• Client success

And while I understand why so many celebrate the ways found to make the sales process more ‘efficient’ through segmentation, we’ve gone too far.

Think I’m wrong?  Start talking to your buyers.

Case in point complements of Will Allred via LinkedIn this week:

He’s not alone, I’ve had countless experiences (as a buyer) where I feel like I have to jump through hoops just to get the information I want to make a purchase.

And I have to tell you, I detest it.

Why The Segmented SDR Model Doesn’t Work At Scale

The basic idea beyond the SDR/AE model is simple: segment the sales process into distinct parts, train employees for specific parts of the process, and improve efficiency across the board.

Sounds great in theory, but it’s a different story in practice.

The glaring problem is that it’s unnatural to your buyers.

Think about it, if you were in the complicated process of buying your first home and you really connected with the first agent you spoke to, how would you feel if they suddenly handed you off to someone else halfway through?