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 Head of Sales 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 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 who 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 demand gen 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 #salesroles on the team!