The Sales-centric Lie

The Sales-centric Lie is the delusion that sales-centric strategy and technique, technology, and automation, will compensate for delivering a Buying Experience the Buyer hates. This approach pushes salespeople into hyper-spamming Buyers, which triggers Buyers to disengage or quit.

When sales teams repeatedly push their agendas, prioritizing their needs over the Buyer’s, they transmit opposing priorities which alienates the Buyer and worsens results. Over time, these poor outcomes lead to Sales Burnout.

Sales Burnout occurs when salespeople lose the motivation or capacity to continue activities that they know are ineffective and unappreciated by Buyers.

This is particularly common among Sales Development Representatives (SDRs)—the front-line workers forced to execute toxic, sales-centric tactics—which is why SDRs have the highest attrition rate.