This article is perfection. I worked in software sales for 20 years and agree with all your points. In my case, it was a large company, so each sales team had a full contingent of related roles to help them do their jobs. Sales Operations, Business Development Managers, Solutions Consultants (technical sales), Value Consultants, Implementation Specialists, Customer Success Managers—there are so many pieces and parts to managing enterprise customers and ensuring that what is being proposed/implemented is going to align with the customer’s goals. My son is a recent college grad just starting out as a SDR and I plan to share this with him.
This article is perfection. I worked in software sales for 20 years and agree with all your points. In my case, it was a large company, so each sales team had a full contingent of related roles to help them do their jobs. Sales Operations, Business Development Managers, Solutions Consultants (technical sales), Value Consultants, Implementation Specialists, Customer Success Managers—there are so many pieces and parts to managing enterprise customers and ensuring that what is being proposed/implemented is going to align with the customer’s goals. My son is a recent college grad just starting out as a SDR and I plan to share this with him.