proactive business development. Highly efficient outbound reps and teams do NOT close deals, but create and qualify new sales opportunities and then pass them to Account Executives to close. “Account Executives” or “Sales”: These are quota-carrying reps who close deals. They can be either inside or out in the field. As a best practice, even when a company has an Account Management/Customer Success function, Account Executives should stay in touch with new customers they close past the close until the new customer is deployed and launched. Account Management/Customer Success: Client deployment
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