Are your AE's wearing too many hats? Team Selling and The AE: Bump-Set-Spike

When the resources like a good marketing department, an trained SDR/BDR team are in place, AE's should be fed qualified leads, and then have a resource to provide the most relevant sales resources. Not to make it easy on the AE (heaven forbid) but it is resource in the toilet when an AE is on a non SQL call. Every minute, every hour. Wasted.

Then to have to have to fish around vast pools of marketing resource to clip the right samples/examples that apply to each different client is another huge daily waste. Instead of a research project, the AE should be able to say "I need samples of X/Y/Z" after each call, utilizing a marketing or internal CSR team and then get an email back with the relevant info. Fishing expeditions can take huge chunks of time.

When your AE team is engaged with qualified prospects, it is money in the bank. When they are engaged in anything else, it is money in the toilet. When they can focus on "sales" those efforts can then be honed, and honed.

As it is, AE's are challenged with just engaging with qualified prospects. There is a Marketing Role and a Prospecting and Qualifying Role. Then there is a Consulting/Presenting/Proposing/Presenting/Proposing/Following (stalking/tracking) /Closing Role.

Yes AE's can do it all; Bump, Set, and Spike, but for every bump and set they are doing two spikes were missed.

#Sales #Playbook #AccountExecutive #SaaS #B2B