It’s challenging to be in sales right now, and keeping up isn’t enough – it’s time to get ahead of the curve. Bringing AEs and BDRs together to learn from each other will make your organization stronger and more cohesive. In today’s episode, our host Donald Kelly meets with Katie Swick, the Global Sales Enablement Lead at Stripe, to hear how her team’s collaborative approach to learning has revolutionized the way they sell.
A Symbiotic Relationship
- When AEs help educate BDRs, the BDRs in turn become better at finding quality leads. This makes the AE’s job easier in the long run.
- BDRs learn better prospecting skills AND what makes a good AE through the program. This makes them more effective in their current positions but also prepares them to be great AEs in the future.
- AEs also report learning a lot from the process and see the value in training BDRs – they volunteer to help out!
Getting Ahead of the Curve
- BDRs need to understand how to “lose fast” rather than hang on to prospects that aren’t going to go anywhere. AEs can educate BDRs on how to identify qualified leads.
- Technology is moving quickly, and prospecting in particular has changed a lot. BDRs can help AEs upgrade their prospecting skills.
Bridging the Gap Between AEs and BDRs
- In cases where AEs are too busy to handle all potential accounts, BDRs can jump in and help move smaller clients through the pipeline.
- AEs also, in some cases, will help BDRs with prospecting to add to the top of their sales funnel.
“The program is really meant to stay at that cutting edge and say, ‘Hey, what’s working? What’s not? How do we take advantage of that?’ Because we know that a sales technique that worked two years ago probably isn’t going to work today.” – Katie Swick
Resources
Reach out to Katie Swick on LinkedIn
Sponsorship Offers