Jamie and Amar discuss the transformation of the SDR (Sales Development Representative) function in sales organizations due to the impact of Artificial Intelligence (AI) and the need for AEs (Account Executives) to self-generate leads. The podcast host, Jamie, highlights companies' challenges as they invest in lead generation but only fuel a small percentage of AEs. 

Amar and Jamie discuss how the SDR function has become commoditized over time, leading to its radical transformation. Also, they touch on the history of the sales organization's structure, highlighting the shift from a full-cycle seller to carving out the SDR function. Jamie concludes by questioning what AEs are now doing and how companies should proceed to address these challenges.

Connect with Jamie and Amar

Jamie Shanks: www.linkedin.com/in/jamestshanks/
Amar Sheth: www.linkedin.com/in/amarsheth/

Build Pipeline Fast with Former Customers & New Decision Makers!

pipelinesignals.com/

In this podcast episode, Jamie discusses the results of a poll they conducted asking account executives and account managers. He discusses what percentage of their pipeline comes from inbound or channel sources versus self-generation. The surprising result was that 80% of respondents said they needed to self-source at least 50% of their pipeline. Despite the millions of dollars spent on demand generation and marketing, Jamie discusses the issue of the lack of support for AEs and AMs.  

Also, Jamie and Amar talk with each other about this broken system that puts too much onus on the seller and does not give them the support they need to succeed. And Jamie suggests that this is rooted in a psychology of expecting AEs and AMs to figure it out independently rather than providing the necessary resources and support.

Connect with Jamie and Amar

Jamie Shanks: https://www.linkedin.com/in/jamestshanks/
Amar Sheth: https://www.linkedin.com/in/amarsheth/


Build Pipeline Fast with Former Customers & New Decision Makers!

https://pipelinesignals.com/

In this podcast, Jamie and Amar discuss a story of a CRM company that wanted to track their customers' CXOs to potentially open doors to new accounts. When they contacted these new contacts, they discovered they had never heard of their company. They realized that their CSMs (Customer Success Managers) were single-threaded and needed to track the right people leaving. Jamies emphasizes the importance of account managers putting in the effort today to affect prospecting efforts one year in the future.

They also discuss the sad state of affairs of the sales profession, where salespeople are enamored with dealing with CXOs. But the reality is CXOs need more time for salespeople. Instead, a buying committee includes decision-makers, champions, and advocates for the solution. Jamie recommends tracking the buying committee and identifying the core power users to make the most of the sales efforts.


Connect with Jamie and Amar

Jamie Shanks: https://www.linkedin.com/in/jamestshanks/
Amar Sheth: https://www.linkedin.com/in/amarsheth/


Build Pipeline Fast with Former Customers & New Decision Makers!

https://pipelinesignals.com/