About the episode:
In this episode, Michael and Rob dive into the evolving world of sales development and how AI is reshaping the game. They explore the balance between human connection and AI augmentation, why outbound is getting harder in today's noisy market, and how to build SDR teams that actually drive pipeline instead of just booking meetings.
About the guest:
Rob Lotzer is a seasoned sales development leader with extensive experience across major SaaS companies like Salesforce and various startups, currently leading North American SDR and BDR organizations at Clio, a leading Canadian legal tech company. With over 125 team members under his leadership, Rob focuses on building scalable sales development processes while exploring innovative approaches to integrate AI augmentation with human expertise in both inbound and outbound motions.
Where to find Rob Lotzer:
LinkedIn: https://www.linkedin.com/in/rob-lotzer-a4283215/
Where to find Michael (Founder & CEO @ SellMeThisPen AI):
Email: michael@sellmethispen.ai
LinkedIn https://www.linkedin.com/in/michaelocean/
Try SellMeThisPen AI @ https://www.sellmethispen.ai/
At SellMeThisPen, we help sales leaders transform team performance without adding headcount or management overhead ✨
Our AI roleplay and coaching platform enables your reps to practice with realistic scenarios tailored to your use case, then receive personalized feedback after every interaction - real client calls or AI simulations.
The result?
👉 Faster onboarding
👉 Consistent methodology adoption
👉 Continuous skill development that scales across your entire team.
Your reps get unlimited practice in a safe environment, real-time call assistance, and objective coaching that reinforces your sales framework. No more “hoping training sticks”, see measurable improvement in deal outcomes.
