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EPISODE 30 - The Future of Prospecting: Insights from a Sales Kickoff
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Summary:
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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.
Key Takeaways:
- Companies are reevaluating their tech stacks and cutting expenses, leading to a greater emphasis on pipeline creation.
- Many AEs are not trained or equipped to effectively prospect, despite their expertise in sales methodologies.
- The traditional B2B sales model with separate roles for BDRs, SDRs, AEs, and pre-sales consultants is becoming outdated.
- AEs need to develop a prospecting muscle and understand that their primary responsibility is to bring in new business.
- The shift from focusing on deliverables to commercial growth requires AEs to prospect within existing customer accounts.
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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