Description

Mike discusses key roles in B2B tech sales, including SDR, AE, and AM positions. He covers role responsibilities, success metrics, common challenges, compensation, and tips for effectiveness. The episode provides a comprehensive guide for those transitioning or looking to grow in these sales roles.

• Connect with Mike on LinkedIn

Mentioned in the episode:

• Sam Jacobs from Pavillion
• Armand Farrokh from 30 Minutes to President's Club
• The Personal MBA by Josh Kaufman
• The Jolt Effect by Matt Dixon and Ted McKenna
• Selling Above and Below the Line by Skip Miller

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• (00:00) - Intro
• (02:00) - SDR: Overview
• (03:32) - SDR: How success is measured
• (04:12) - SDR: Where they often struggle
• (05:20) - SDR: Ways to become more effective
• (06:41) - AE: Overview
• (10:19) - AE: How success is measured
• (11:13) - AE: Where they often struggle
• (13:14) - AE: Ways to become more effective
• (15:58) - AM: Overview
• (18:30) - AM: How succcess is measured
• (19:57) - AM: Where they often struggle
• (21:01) - AM: Ways to become more effective
• (22:57) - Conclusion