In this podcast, Jamie and Amar discuss a story of a CRM company that wanted to track their customers' CXOs to potentially open doors to new accounts. When they contacted these new contacts, they discovered they had never heard of their company. They realized that their CSMs (Customer Success Managers) were single-threaded and needed to track the right people leaving. Jamies emphasizes the importance of account managers putting in the effort today to affect prospecting efforts one year in the future.

They also discuss the sad state of affairs of the sales profession, where salespeople are enamored with dealing with CXOs. But the reality is CXOs need more time for salespeople. Instead, a buying committee includes decision-makers, champions, and advocates for the solution. Jamie recommends tracking the buying committee and identifying the core power users to make the most of the sales efforts.


Connect with Jamie and Amar

Jamie Shanks: https://www.linkedin.com/in/jamestshanks/
Amar Sheth: https://www.linkedin.com/in/amarsheth/


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