Sales Prospecting Perspectives

It's Friday, and that means it's time for a Weekly Recap! What did you do to motivate your sales team this week? At AG, we held Extreme BDR Bingo. Inside sales reps were distributed bingo sheets with squares such as: 30 dials before 10 a.m., 3 leads in a day, 700 activities in a week, arrive before 8:15 a.m., etc. The prize for completing five squares in a row was $50, and the contest was so successful that sales enablement was rewarded extra money to keep it going throughout the rest of the month (as more and more people kept winning bingo). It was a big success. Be creative in how you inspire your sales team!

Sales Prospecting Perspectives is pleased to bring you a guest post from Damian Davila, Content Marketing Consultant at idaconcpts.com.

While your grandpa’s idea of the ultimate account executive might be Clark Gable in the 1940s movie The Hucksters, there is little doubt that our era’s idea is more in tune with Don Draper. Partially based on the life of Draper Daniels and the track record of Rosser Reeves, the “mad man” is capable of everything: writing copy, directing visual, planning media, managing the client relationship, and getting the big accounts . As he has said more than once, “You didn’t want it until I told you you wanted it.” 

Still, this “modern” idea of the account executive (AE) or manager (AM) is outdated. Given the growth of specialization in ­­the field, the AE’s role and importance is diminishing. The rise of agencies dedicated solely to digital projects further complicates the role because the faster pace demands a higher focus on client project management.