We don't have actual classic #salesmen on the #team; yes, here, I said it! But why is that happening? Why do teams #hire fewer #salespeople? Because you don't need them! In the new economy, #Marketing makes #sales!   Let's take an example, an #SMB, which makes less than 10k/year per client, its sales team is composed of a few #SDRs or #BDRs and a few #AEs. In this case, you might have a #HeadofSales who does co-piloting and might close enterprise deals, or you might not have the luxury to hire a Head of #Sales.   What about the #AEs or #SDRs? Do they sell?   In case you sell demos, the #AEs will try to close the demos and do follow-ups most of the time. The #SDRs are the ones who are doing the actual #selling but let's face it, I haven't met one company where they would hire an experienced #SDR/BDR, and they would stay in the position for more than one year.   Forget already about the principles from the "Predictable Revenue" I meant in the book. It simply does not work for #SMBs anymore.   IN MANY COMPANIES, a #BDR or an #SDR is a novice #salesman who has to be trained. In most cases, it's #marketing that has to train the #SDR.   Quite contradictory, no? Wait, why #marketing?   Because if there is no Head of Sales, the #AEs know how to close deals and work with a "ready to buy" prospect. They have no idea how to seduce the customer.   In the end, in the #demandgen economy where people are focused on the buyer-centric journey, you instead need to promote rather than sell. People are empowered to make their own choices. That's what the #BDRs are doing, and that is why #Marketing is training them and not #Sales. So you don't need classic #salespeople on the #team!