In this podcast episode, Jamie discusses the results of a poll they conducted asking account executives and account managers. He discusses what percentage of their pipeline comes from inbound or channel sources versus self-generation. The surprising result was that 80% of respondents said they needed to self-source at least 50% of their pipeline. Despite the millions of dollars spent on demand generation and marketing, Jamie discusses the issue of the lack of support for AEs and AMs.

Also, Jamie and Amar talk with each other about this broken system that puts too much onus on the seller and does not give them the support they need to succeed. And Jamie suggests that this is rooted in a psychology of expecting AEs and AMs to figure it out independently rather than providing the necessary resources and support.

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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