Insights to the AE/AM Role with Guest David Mcdonald

In the 16th episode of The Strong Mind Strong Will Podcast, Adam speaks with David Mcdonald, Account Manager at Intuit inc. David talks about his journey from manufacturing to tech sales, what makes someone successful in the AE/AM role, where he sees the future of tech within San Diego, CA and much more!

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0:00 – Introduction.

0:44 – David Mcdonald introduction and background.

3:21 – What to look at when evaluating companies to work at.

4:42 – How David’s approach to sales has evolved from his time in the manufacturing industry to now the SAAS industry.

7:51 – What incentivized David to go into SAAS industry?

9:21 – What KPI’s do Account Executives/Managers in tech get judged upon?

12:21 – Techniques to advance discovery into closed deals.

18:36 – The importance of being transparent about whether or not your solution can solve a potential customers problem(s).

 21:06 – Future of San Diego’s Tech Industry

23:51 – How David utilizes A.I. in his role

29:00 – Advice for finding the right industry

33:54 – Balancing transparency while at the same time trying to achieve/exceed your quota

39:33 – Adapting communication for different customers and the keys to having a great discussion.

45:27 – David’s advice for anyone considering getting into sales?

49:20 – Wrapping up.