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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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.
Pay Outbound More Than Inbound
- Split inbound and outbound roles and pay outbound sellers a higher commission.
- Reward demand-creation deals far more than demand-capture to align incentives.