AI for GTM The Psychology of Outbound: Tito Bohrt on Where AI Fails in Modern Sales Development
Jun 17, 2025
Tito Bohrt, founder and CEO of AltiSales, shares his deep insights into the underperformance of AI sales development representatives. He argues that buyer psychology resists scaled automation, emphasizing the importance of personalization and originality. Tito introduces the 'unity' strategy, advocating for closeness between sellers and prospects. He discusses necessary structural changes in outbound sales, such as role segregation and compensation realignment, while illustrating how AI should enhance rather than replace human creativity in sales.
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Why AI SDRs Often Fail
- AI SDRs fail mainly from buyer psychology, not technical limits.
- Scaled automation becomes noise because prospects ignore identical messages.
Avoid Full Automation For SDRs
- Don't expect full automation to beat humans long-term; people will start ignoring automated outreach.
- Focus on what humans do differently: originality, timing and true personalization.
Interview Where Outbound Failed To Convert
- Tito recounts an interview where a recruiter convinced him to meet but the VP failed to sell him on leaving.
- The mismatch showed outbound needs a different selling motion than inbound or recruiting.