In this episode of the "Get More at Bats" podcast, hosts Jamie and Amar discuss the challenges and importance of effective prospecting in the current market. They share insights from a recent sales kickoff for a global enterprise software company, where they discovered that even large companies struggle with prospecting. They emphasize the need for Account Executives (AEs) to take responsibility for prospecting and highlight the shift from focusing on deliverables to commercial growth. Jamie and Amar also introduce the concept of two prospecting engines: outbound and inbound. They address the common belief that prospecting is beneath AEs and emphasize the necessity of prospecting for revenue growth.
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