The @Scale Paradox

The last decade has seen the sales profession take a massive lurch towards technology and automation.

The rise of artificial intelligence and machine learning is only accelerating the trend to do everything at scale.

SaaS productization of the sales effort has redefined what selling is to most salespeople.

Sales now treats the Buyer as mere accessory to their sale. A target to be hyper-spammed into giving consideration, and demo'd into handing over their money so sales can make their number.

Simultaneously, the Buyer has assumed total actual control of the sale.

Deploying counter-measures to the @Scale approach.

Limiting access. Demanding proof. Making it harder than ever to sell anything at all.