EPISODE 24 - Account-Based Sellers Need to Take Ownership of Pipeline Generation
About The Guest(s):
Jacob is an experienced enterprise sales professional with a background in software sales. He currently works as a strategic AE at Rubrik, where he focuses on tailoring his approach to prospects based on research and having a unique point of view.
Summary:
In this episode, we have a special guest, Jacob discusses the importance of account-based sellers taking ownership of their own pipeline generation. He shares his personal experience of relying on others to generate leads and the negative impact it had on his sales performance. Jacob emphasizes the need for account-based sellers to be self-sourcing and full-stack, taking control of their own destiny. He also touches on the alignment between sales and marketing in lead generation and the challenges that still exist in achieving full alignment. Jacob believes that the future of sales organizations will involve full-cycle AEs who specialize in prospecting, converting, and closing. He also discusses the potential impact of AI on the SDR role and the importance of persistence in enterprise sales.
Key Takeaways:
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