Is This The Biggest Problem in B2B SaaS Sales?

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:

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:

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.

Posted on March 2, 2019 in B2B Growth

James Carbary

About the Author

James Carbary is the founder of Sweet Fish Media, a podcast agency for B2B brands. He’s a contributor for the Huffington Post & Business Insider, and he also co-hosts a top-ranked podcast according to Forbes: B2B Growth. When James isn’t interviewing the smartest minds in B2B marketing, he’s drinking Cherry Coke Zero, eating Swedish Fish, and hanging out with the most incredible woman on the planet (who he somehow talked into marrying him).

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