In this episode we talk to Beau Brooks, SVP of Sales & Customer Experience at Formstack.

Beau shares his thoughts on the lack of prospecting typical for most Account Executives (AEs) in Sales organizations today.

We discuss:

Is this the biggest problem in SaaS Sales today?

Why is it a problem?

Doesn't the SDR/AE model lean into specialization & mean that AE's should solely focus on closing, not prospecting.

Check out our previous conversation with Beau on leading a remote sales team: https://sweetfishmedia.com/remote-sales-teams-beau-brooks

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Get your free copy of The Definitive Guide to Referral Marketing from our friends over at Ambassador: GetAmbassador.com/growth