Don’t Lead With The Product, Lead To The Product w/ Doug Adamic (CRO, Brex)
The Science of Scaling
How to Sell to a 27 Year Old Account Executive
The organization has to have a fairly clear understanding of what their value proposition or positioning is in the market. AE can't rely exclusively on marketing to be able to do this. They're going to have to pick up the phone and pound the phone to drive their own pipeline, especially if you're in a new organization where there is no brand recognition or brand awareness that's out there. What you need to doing is literally build out a script that walks you through step by step in engaging that constituent in a conversation.
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