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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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