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How AI Is Changing the Structure of Sales Teams
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How AI Is Changing the Structure of Sales Teams
Most sales floors don’t look the way they did three years ago. The SDR pod that once had six people doing prospect research, list building and cold outreach has quietly shrunk. The work those people did hasn’t disappeared, though. Software picked it up. According to Salesforce’s 2026 State of Sales report, 87% of sales organisations now use AI in at least one part of their workflow. But the thing that rarely gets talked about is that the technol…
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