In this podcast episode, Jamie discusses the results of a poll they conducted asking account executives and account managers. He discusses what percentage of their pipeline comes from inbound or channel sources versus self-generation. The surprising result was that 80% of respondents said they needed to self-source at least 50% of their pipeline. Despite the millions of dollars spent on demand generation and marketing, Jamie discusses the issue of the lack of support for AEs and AMs.  

Also, Jamie and Amar talk with each other about this broken system that puts too much onus on the seller and does not give them the support they need to succeed. And Jamie suggests that this is rooted in a psychology of expecting AEs and AMs to figure it out independently rather than providing the necessary resources and support.

Connect with Jamie and Amar

Jamie Shanks: www.linkedin.com/in/jamestshanks/
Amar Sheth: www.linkedin.com/in/amarsheth/

Build Pipeline Fast with Former Customers & New Decision Makers!

https://pipelinesignals.com/

EPISODE 6 - Your AE's Are Marooned On An Island With Greater Than 50% Of Their Quota To Self Source

Rai Cornell is the CEO and strategic marketing consultant at Cornell Content Marketing, where she helps B2B businesses build long-term demand generation strategies. With over 17 years in the industry, Rai has evolved her agency to focus on psychology-driven marketing, helping clients attract emotionally engaged buyers while moving away from short-term, manipulative tactics. Her approach emphasizes building trust, authority, and sustainability through organic marketing strategies.

Episode 371: Psychology-Driven Marketing: Building Trust for Long-Term Growth with Rai Cornell

Helping digital agency owners transform their business mindset so they can increase prices, work less, and grow profits.

A weekly podcast where host Brent Weaver chats with today's most successful entrepreneurs running digital agency businesses in the web design, web development, and digital marketing industry.
  
Brent also chats with high-profile entrepreneurs and other smart people that can help listeners grow their digital agency.

Each interview deep dives into the emotional details of going on the entrepreneur's journey toward success. Each guest shares behind the scene moments of lessons learned and lives changed.

All episodes comes guaranteed with a gold nugget insight, book recommendation, resource link and productivity hack.

New tracks tagged #demandgeneration