James Carbary

Founder at Sweet Fish Media

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Is This The Biggest Problem in B2B SaaS Sales?

James Carbary

Founder at Sweet Fish Media

Full Profile »

B2B Growth is a daily podcast dedicated to helping B2B marketing leaders achieve explosive growth. Each episode features an interview with a B2B marketing executive or thought leader, discussing topics like B2B marketing strategy, account-based marketing (ABM), content marketing, marketing technology (MarTech), B2B strategic partnerships, aligning marketing with sales, social media, content creation, and promotion, leadership, buyer personas, agile marketing, and more.

In this episode we talk to Beau Brooks, SVP of Sales & Customer Experience at Formstack.

Beau shares his thoughts on the lack of prospecting typical for most Account Executives (AEs) in Sales organizations today.

We discuss:

  • Is this the biggest problem in SaaS Sales today?
  • Why is it a problem?
  • Doesn’t the SDR/AE model lean into specialization & mean that AE’s should solely focus on closing, not prospecting?

Check out our previous conversation with Beau on leading a remote sales team: https://sweetfishmedia.com/remote-sales-teams-beau-brooks


Want to learn best practices, tips, and strategies to generate positive and organic word-of-mouth marketing (WOMM) by building your own scalable referral program?

Get your free copy of The Definitive Guide to Referral Marketing from our friends over at Ambassador: GetAmbassador.com/growth

You can find this interview, and many more, by subscribing to the B2B Growth Show on iTunes. If you don’t use iTunes, you can listen to every episode by clicking here.

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