About The Guest(s):
Jamie is the host of the "Get More At Bats" podcast. He has been an entrepreneur for over 12 years and has extensive experience in sales and revenue generation.
Amar is a guest on the podcast and is also an entrepreneur with a background in sales. He brings his expertise and insights to the discussion on the topic of prospecting for account executives.
Summary:
In this episode of the "Get More At Bats" podcast, Jamie and Amar discuss the difference between needs and wants when it comes to account executives (AEs) and prospecting. They highlight the fact that many Chief Revenue Officers (CROs) want their AEs to focus solely on closing deals and not prospecting. However, in the current business environment, AEs must prospect to have enough pipeline coverage to meet their targets.
The hosts emphasize that prospecting is a necessity for AEs, as only around 30% of their pipeline is typically provided by marketing and BDR support. The remaining 70% needs to be self-sourced by the AEs themselves. They also mention that opening doors in accounts are becoming increasingly challenging, with an average of nine to twelve weeks required to open a door in a complex B2B sale.
The episode concludes with the reminder that as a sales leader, the primary need is to open doors and generate a pipeline. This is crucial for the success of the sales cycle and should be the focus of AEs.
Key Takeaways:
Connect with Jamie and Amar
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