About the Guest(s):
- Amar and Jamie are the hosts of the "Get More at Bats" podcast.
- Amar is an experienced sales professional with expertise in demand generation.
- Jamie is a sales strategist and consultant with a focus on enterprise account management.
Summary:
In this episode of the "Get More at Bats" podcast, hosts Amar and Jamie discuss the challenges faced by enterprise account executives in a market where constant job changes are becoming the norm. They share insights on the importance of visualizing the total addressable market (TAM) and understanding the various business units within an account. Using examples and analogies, they emphasize the need for account executives to expand their view beyond individual contacts and focus on driving momentum in the accounts they manage.
Key Takeaways:
- A significant number of contacts within target accounts may have already left their jobs, highlighting the need for account executives to broaden their focus beyond individual contacts.
- Enterprise account executives should visualize the total addressable market and understand the various business units and decision-making entities within an account.
- The concept of parked, reverse, neutral, and drive accounts helps account executives assess the level of engagement and momentum within their accounts.
- Expanding relationships within an account can lead to increased revenue and growth opportunities.
- Understanding the different divisions and geographies within an account is crucial for effective account management.
Connect with Jamie and Amar
- Jamie Shanks: https://www.linkedin.com/in/jamestshanks/
- Amar Sheth: https://www.linkedin.com/in/amarsheth/
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