MON NOV 20 2023

The Future of Sales Development: Generative AI-powered Sales Engagement Fueling the Growth of SDRs in 2024

by Vinayak Moitra


In the fast-paced sales world, staying ahead of the competition is crucial. As we move towards 2024, the line between poor and top-performing Sales Development Representatives (SDRs) is going to be drawn through their efficiency in adopting and leveraging Sales Engagement tools. 

According to this Gartner study, 92% of sales development organizations rank sales engagement platforms as critical to their teams’ success.

These innovative tools are revolutionizing the sales game, equipping SDRs with the necessary resources to excel in their roles.

Generative AI is the path forward for raising the bar in sales engagement tech

The primary game-changer in the B2B sales engagement product roadmap is the integration of Generative AI Technology. This advanced AI technology has evolved rapidly since its transformational release in 2023, allowing businesses to automate various processes, analyze data, and provide valuable insights. 

With AI assistants like MIKI by Aviso, leveraging the power of Generative AI technology, SDRs have access to personalized customer engagement at scale, enabling them to identify prospects and nurture relationships effectively.

In 2024, top-performing SDRs will rely heavily on generative AI driven tools to automate mundane tasks like data entry, email follow-ups, and scheduling. These tools will allow SDRs to focus on what they do best – building relationships and generating revenue pipeline. 

Productivity of SDRs is dependent on quality of their activities and not quantity 

A report from HubSpot reveals that 92% of customers expect a personalized experience, meaning sales campaigns must be customized for outreach. With AI-powered suggestions generated by Sales Engagement platforms, SDRs will be guided seamlessly through the sales process, helping them craft personalized messages and delivering them at the right time.

Additionally, Generative AI maturity will enable SDRs to leverage predictive analytics. These tools will use historical data and algorithms to forecast potential leads and their likelihood of converting into qualified opportunities. This foresight will allow SDRs to prioritize their efforts and focus on the prospects most likely to get converted, maximizing their productivity and success rates.

A comprehensive view of some of the estimated metric improvements that sales development reps and their managers witness by leveraging cutting edge sales development technology in their business processes is shown in the graphic below -


In conclusion, the advent of Sales Engagement tools, coupled with Generative AI maturity, will be the key differentiator between poor and top-performing SDRs in 2024. The automation and personalization offered by these tools will allow SDRs to work smarter, not harder, streamlining their activities and driving better results. Embracing these technologies will be essential for SDRs who wish to thrive and outperform their competition in the rapidly evolving sales landscape