• 005: SDRs, AEs & AMs: Unpacking Tech Sales Roles

  • Sep 2 2024
  • Length: 24 mins
  • Podcast

005: SDRs, AEs & AMs: Unpacking Tech Sales Roles

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  • Summary

  • 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
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