The Psychology of Outbound: Tito Bohrt on Where AI Fails in Modern Sales Development

In this episode of AI for Go-To-Market, Emir Atli chats with Tito Bohrt, founder and CEO of AltiSales, to unpack why AI SDRs are underperforming—not because of technological limits, but because buyer psychology doesn't respond well to scaled automation. Tito explains why playbooks lose power when everyone uses the same ones, and why personalization, originality, and timing are the last true differentiators in outbound. He introduces the concept of "unity"—a high-impact messaging strategy rooted in closeness between seller and prospect—and dives deep into the structural changes needed to make outbound successful today, including team segmentation, compensation realignment, and tactical AI support. This episode is packed with hard-earned lessons and frameworks for GTM leaders looking to build durable, human-first pipeline in an AI world.