- Yes, smile and dial!
- No, not what I’d expect leadership to do
- Sometimes (tell us more below)
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voters
I voted “sometimes” because I’m an advocate of leaders showing their team how they do it by leading by example every now and then. I get more mentorship out of a leader when they demo their cold outreach technique or chip in on prospecting.
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I voted Sometimes.
When I was running teams, one event we held during my QBR was to have EVERYONE on the team (ie SC, Channel Managers, myself, Field Marketing, AEs, BDRs, etc) spend time prospecting into a list of accounts and contacts the AEs provide. It was a great event that provide fantastic results. Each rep on my team received at least 2 new meetings.
So I think everyone tied to the GTM team should prospect.
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It takes a village, so yes, sales leadership should contribute their status/networking reach to fueling the pipeline. I responded with “sometimes” because by virtue of a leader’s workload, it is unrealistic and counterproductive to expect a lot of outreach. Ghost write the intro letter for the leader and go from there. So, the main value add is the leader’s title, decision making authority, and network. Ideally, every employee can contribute to brand awareness through supportive and positive communications on behalf of their teams.
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I think it’s important for Managers and Leaders to LEAD by examples, hence their titles. Anyone who is in sales needs to constantly sharpen their skills and practice their talk tract.
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I chose sometimes because everyone’s gotta stay sharp and keep making new connections, including leadership
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