Sales vs. Account Management: Why Role Clarity Matters More Than Ever 

In this episode of the Sales Readiness Podcast, our host, Ray Makela, SBI’s Managing Director, welcomes back Ethan Radoff, Partner at SBI, to unpack the nuances between sales and account management, and why getting it right matters more than ever. The conversation explores how todays complex customer journey demands clarity of the role, intentional segmentation, and tailored skill sets to drive results.  

Key Talking Points

• The traits and competencies that define top-performing salespeople vs. account managers. 

• How sales leaders can design org structures and success profiles that reflect todays customer expectations. 

• Why it’s increasingly unrealistic for one person to own the entire lead-to-renewal process.   

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