Doubling Down On Full Stack AE’s Or Diversifying?

VP, Demand Generation at Qualified, Sarah McConnell, delves into the strategies for doubling down on full stack AE’s or diversifying your approach. She emphasizes the importance of understanding your brand differentiators and how to leverage competitive intelligence to enhance your marketing efforts. Sarah's insights shed light on turning your website into a pipeline generation machine with Qualified's solutions. Show NotesConnect With: Sarah McConnell: Website // LinkedInThe MarTech Podcast: Email // LinkedIn // TwitterBenjamin Shapiro: Website // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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  The Martech Podcast is a proud member of the I Hear Everything Podcast Network. Looking to launch or scale your podcast? I Hear Everything delivers podcast production, growth and monetization solutions that transform your words into profit. Ready to give your brand a voice? Then visit iheareverything.com.

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  From advertising to software as a service to data, across all of our programs and clients, we've seen a 55% to 65% open rate.

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  Getting brands authentically integrated into content performs better than TV advertising.

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  Typical life span of an article is about 24 to 36 hours.

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  If we're reaching out to the right person with the right message and a clear call to action, then it's just a matter of timing.

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  Welcome to the Martech Podcast, a member of the I Hear Everything Podcast Network. In this podcast, you'll hear the stories of world-class marketers that use technology to drive business results and achieve career success. Here's the host of the Martech Podcast, Benjamin Shapiro.

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  I'm Benjamin Shapiro and today, joining me is Sarah McConnell, the VP of Demand Generation at Qualified. They've created an AI SDR named Piper to do what human SDRs do, but at massive scale. And today, Sarah and I are going to talk about how AI is fundamentally changing how marketers think about demand generation. Let's move on. Double down or diversify? Are you doubling down on full stack AE's or diversifying into emerging platforms like TikTok and other marketing channels?

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  You know what? I would say I'm doubling down on full stack AE's. And the reason why is because I think we have a pretty solid sales process and a pretty solid marketing strategy, channels at Qualified that I feel really good about. If I was at a newer startup, or if I was at a company with a little bit more flexibility, budget, bigger team, like I think there's like a sweet spot, either smaller or larger, where I might go emerging platforms like TikTok because I have, either I'm small and I'm still trying to figure out the right cadence of things and the right mix, or I'm big enough with a big enough budget that I'm like, why not go test it? I will say I'm going to do full stack AE based on where my company is at, our AE process and our marketing strategy, but that one I could be easily convinced otherwise of.

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  See, I'd go the other way. I'd diversify. I actually think the lowest risk is having more content in social channels. And so when I am evaluating, do I want to test automating content production? I'm biased. I run a content production company, but I can see how using artificial intelligence to create a lot of content that is very targeted is low risk, high reward. I also think that when you're talking about replacing the AEs with a computer, then you're taking potentially your most valuable prospects and right before they're about to become customers and you're saying, nah, I'm going to let my calculator do that. That scares me a little.

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  That is fair. And see, I was like, I could be convinced otherwise you put it that way. And I'm like, I could flip it to diversify here in emerging platforms. So.

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  All right. That wraps up this episode of the MarTech Podcast. Thanks to Sarah McConnell, the VP of Demand Generation at Qualified for joining us. If you'd like to get in touch with Sarah, you could find a link to her LinkedIn profile in our show notes, or you could visit her company's website, which is qualified.com. And if you haven't subscribed yet and you want a daily stream of marketing and technology knowledge in your podcast feed, hit the subscribe button in your podcast app or follow us on YouTube and we'll be back in your feed soon. All right. That's it for today. But until next time, my advice is to just focus on keeping your customers happy.

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  Thanks for listening to the MarTech Podcast and I Hear Everything production. Looking to launch or scale a podcast like this one for your brand, then visit iheareverything.com.