AI Scaled Activity. It Didn’t Scale Relevance | Craig Rosenberg

A lot of B2B teams spent years trying to make SDRs more efficient. More calls. More emails. More activity. Then AI arrived, and many teams tried to automate the same model. But what if the problem wasn’t needing a faster version of the old playbook? In this episode of The B2B Roundtable: What Dashboards Miss, I talk with Craig Rosenberg, Chief Platform Officer at Scale Venture Partners, about what some of the best SDR and pipeline leaders are learning about AI, outbound, and the role humans still need to play. Craig has been bringing SDR and pipeline leaders together through Scale Venture Partners’ Pipeline Council. What he’s seeing is less about replacing people and more about using AI to make people better at the things only humans can do. AI can help choose the right accounts, identify signals, research buyers, and prepare sellers for conversations. But the last mile is still human. We also discuss: • How Glean uses AI to make SDRs better on the phone • Why the “human robot” SDR model stopped working • Why AI companies are hiring SDRs and experienced enterprise sellers • What “unmistakably human” outreach looks like • Why relevance and personalization matter more as AI scales activity • Why some of the best enterprise prospecting tactics don’t scale • How ICP and signals help teams focus on the accounts most likely to buy • Why selling AI is becoming harder as more competitors enter the market • Why the next software moat may be the customer’s business process The central idea behind this conversation: AI scaled activity. It didn’t scale relevance. And as Craig puts it, the last mile is human. Chapters: 00:00 What Top SDR Leaders Are Figuring Out 04:41 How Glean Uses AI to Make SDRs Better on the Phone 09:09 The Last Mile Is Human 12:46 Why AI Companies Are Hiring SDRs Again 15:33 What Does “Unmistakably Human” Look Like? 22:06 Why Enterprise Prospecting Shouldn’t Always Scale 23:36 ICP, Signals and Choosing the Right Accounts 25:25 Why Selling AI Is Getting Harder Full episode post: http://markempa.com/ai-scaled-activit... About Craig Rosenberg: Craig Rosenberg is Chief Platform Officer at Scale Venture Partners, where he helps build and lead Scale’s go-to-market platform for software companies. Before joining Scale, Craig was Distinguished Vice President in Gartner’s sales practice. He joined Gartner through its acquisition of TOPO, the research and advisory firm he co-founded. Many B2B marketers and sales leaders also know Craig as the Funnelholic, where he built a following writing and speaking about demand generation, sales development, and B2B go-to-market strategy. Connect with Craig on LinkedIn:   / craigrosenberg   Learn more about Scale Venture Partners: https://www.scalevp.com/ Learn more about The B2B Roundtable: https://www.markempa.com/b2bpodcast/ If these conversations are useful to you, subscribe. A short review also helps other B2B leaders find the show. #B2BSales #SalesDevelopment #AI #GoToMarket #SDR