Has anyone here felt like their Account Execs are kinda lazy and don’t do a good job on the intro exploratory calls that makes your job much harder? How did you overcome that?

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Yes. Lots of syncs beforehand to go through how the customers call is going to go. What's the goal, what's the customers expectation of call, what do we want to get out of the Call, who will discuss xyz, any visuals needed?.... Some AEs need more collaboration work than others, on the other end of the spectrum my AEs are controlling and will hardly let me get a word in, and answer for me. I'm just step to demo vs anything else. AEs are humans and sit on a spectrum just like SEs. AEs probably have this same convo about SEs!

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This is so true!

Told this rep very clearly what my expectations were and what I expected of them. They needed up to brush up on x, y and z. Plus, focused more on the more proactive reps which always helps hammer message.

Same here. Platform sales is hard and working with clueless reps is harder.

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