B2B Sales - Before the Meeting

SDR Burnout Is an Economics Problem, Not a Motivation Problem

April 17, 2026 by BTM Editorial

The conversation about AI personalization in B2B sales focuses on buyer inboxes. This article argues the hidden cost is a human capital crisis: SDRs burning out faster, ramping slower, and churning at rates that make the outbound model structurally unprofitable before a single deal is counted.

Why B2B Cold Outreach Is Failing Despite AI

April 17, 2026April 7, 2026 by BTM Editorial

AI-generated outreach is just convincing enough to book the meeting and not convincing enough to close the deal. This is what a false positive epidemic looks like from the inside of a collapsing win rate.

B2B Cold Outreach Is Broken in 2026. Here’s Why.

April 7, 2026April 2, 2026 by BTM Editorial

Cold email response rates have collapsed below 2% and 84% of sales reps missed quota last year. The problem isn’t the copy or the tools. It’s the model.