EPISODE 36 - The Renaissance of Founder-Led Sales and the Evolution of the SDR-AE Handoff
Ricky is the founder of Pointer Strategy, a company based in Australia that helps businesses succeed with their sales teams by providing hiring and training services. With a focus on sales professionals, Ricky and his team assist companies in hiring and training salespeople, as well as outsourcing sales positions. They specialize in top-of-funnel activities but also cover other sales positions.
Summary:
In this episode of Get More at Bats, Jamie Shanks interviews Ricky Pearl, a sales expert from Australia. They discuss the challenges faced by founder-led sales organizations and scaled organizations when it comes to hiring and training sales professionals. Ricky provides insights and recommendations for both scenarios, highlighting the importance of effective management and expertise in the sales process. He also discusses the shift in buyer behavior and the need for companies to adapt their sales strategies accordingly. The conversation touches on topics such as the role of SDRs, the SDR-AE handoff model, and the use of deal rooms in sales processes.
Key Takeaways:
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