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If you're relatively new to sales, you might have already realized that it can get confusing to understand all the different types of sales roles there are.
For example, what's the difference between an Account Executive and Account Manager?
Is Sales Development the same as Business Development?
Or which role is best if you're starting in sales?
Now, if you don't know the difference between these roles and what each one does…
How are you supposed to know which one is best for you?
You don't want to end up in the wrong sales role selling something you don't care about.
That's just a recipe for disaster!
So in this video, we're going to cover each specific sales role in detail so you can discover which role suits you best!
Before we talk about the different sales roles in B2B Sales, we first need to mention the concept of territory briefly. You see, when you're going to be hired for any sales role, you have to ask what territory you'll be in. It doesn't matter if you're going to be an account executive, business development rep, account manager, or sales consulting. Every person is assigned a territory.
Depending on the sales strategy and size of the sales team, you could be assigned a large region or a narrow as a state. And these geographic sales territories can be further broken down by industry, company size, (SMB, Mid-Market, and Enterprise). Etc.
Once you understand what territory you'll be in, next, we're going to about one of the most important sales role, the account executive. Account executives are the quarterback of any deal. They are the ones responsible for closing the deal. Sometimes they generate their leads using cold email, LinkedIn, or cold calling, but for the most part, their time is focused on closing deals.
Next, we have the sales development rep, also known as the business development rep. Their role is specific to generate leads using cold email, LinkedIn, and cold calling. The typical sales strategy here is for the sales development rep to pre-qualify the prospect before handing this lead to the account executive.
Another important role is the Sales Consultant, also known as the sales engineer. This is a support sales role brought into sales deals whenever meetings get very technical. Sales Consultants are especially important in more complex deals where you're selling a SaaS product, API, or anything that requires more in-depth knowledge.
Finally, we have the account manager. The primary role of an account manager is to keep clients you've already closed happy. Their job is to re-new the customer and upsell them on new products and services.
About Patrick Dang
Patrick Dang is an international sales trainer who started his career at Oracle in Silicon Valley and quickly became on the top performers in North America in just one year.
After gaining experience in both the enterprise and startup world, Patrick began sharing his knowledge of modern sales students around the globe.
Since then, Patrick has trained over 50,000 students across 150 countries on topics on how to start a career in sales, business development, lead generation using cold email and LinkedIn, cold calling, and sales skills.
Ultimately, Patrick's vision is to inspire others to make a living from their passions and provide the knowledge and tools to make it a reality.
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I was always confused who shall I contact in large organizations. Now it’s clear. Thanks, man.
No problem, happy to help!
Thanks a lot for your helpful videos! You are doing a great job, keep up the good work!
In May I start a new position as Commercial Account Manager in a very successful network company. Since I start directly in the home office due to Corona, I would be happy to see a video with tips on how to successfully start such a role.
That’s awesome to hear and thanks for the support!
Wish you much success in you new role.
Hi Partick! Thank you for the very concise and informative video. By the way, I want to ask, for the Account roles why are some companies exclude them from the Sales department and group them within the Customer Success department?
It’s hard to say without knowing the specific situation of the company. But my guess would be to simplify it and have sales people handle multiple roles at the same time. It’s usually large and efficient organizations that can break down each sales role and clearly define its day to day activities for each sales person.
Finally, found this video. Simple and Short and yet very informative explanation! Really love this video!
Glad to see this video helped!
The marker scraping against the paper… has to be the worst sound ever.
Good video though very informative, Aflac reached out to me for account manager im trying to find out more about it, this video helped.
Your videos are very in dept hopefully I’ll make a career out of this thank you
That texter writing on the board gave me shivers down my spine
I actually liked the sound. It was soothing…
Hey Patrick. Really nice video. Where are Key Account Managers placed? We have Sales Development and Sales Reps (per territory). We want to implement a Key Account Manager (which should not go for short term deals, more for stratetic partnership)
Thanks for sharing!. As I know, BD is more about building partnerships with other companies to open their customer base for you, meaning, you are not selling to the end consumer. Right?
Yeah that’s corrects BD is more about partnerships between two businesses vs. the end consumer
Thanks for some quality content out there! Seems like nowadays AE and AM titles are used interchangeably so it’s hard to spot the difference at times 🤷♀️😅
Great informative video Patrick, thank you. In general, what are the progression opportunities for Account Executives? What roles would an Account Executive typically move into?
That would be account manager, he said it in another video that explains what exactly an account executive is.
Thanks for the video Patrick. You did a great job keep up the awesome work 👍. Sales Mentor RB!
Hey, how were you able to land the Account Executive position at Oracle straight out of college?
Hey Patrick, awesome video. In your opinion, do you typically need AE experience prior to becoming an AM? Selling ERP for example
Thanks Patrick, great video! Quick question please, what is pre-sales compared to what you described and where would this “role” fit in? Thanks.
10:21 However these days, the upselling part is handled by another team known as Account Executives, Expansion. Their job is about how to sell newer features in the product line to existing customers through cold email/calls.
Account Executive is my favorite job in the tech company. Thanks for sharing this video.
I’m becoming a territory account manager
This is super helpful
Great information! Very well explained all of them
Thank you so much for these videos. Have helped a lot.