Building the Sales Machine (BTM) Event Series: we post clips of the best questions that where answered during our live events, so you can take the best ideas back to your teams and companies for further discussion.
BTM: How should the SDR and Account Management function interact?
This is one of those things that we could have discussed two years ago, and everyone would have been shocked to learn about it. But now we’ve all seen the SDR movement, we’ve seen this specialization between the people that bring in the business and the people that close it down. But what’s happening now is you’re seeing both of those sides come a little closer to each other.
You’re seeing the SDR, who generates the interest, get better at sales tactics like understanding pain points. They’re getting better at connecting with the same prospect that the AE wants to connect with. At the same time, you’re seeing the AE get involved with thinking about how to target the right sectors and the right accounts. They’re thinking, “How do we strategize as a pod or a team to execute?”
The roles are still titled differently and compensated differently, but they have this awareness of each other. They have this empathy for the role of the other person in the pod.