For all the new SDR's and AE's in the world looking for silver bullets (no not those silver bullets, we will get to that later) follow along for your step by step guide to slinging deals.
1) Prospect your ass off. That deal you already committed to your manager, ya the one that has pushed 3 times now. Its not closing so you better have more in your pipe so all your eggs aren't in 1-2 baskets. Also don't expect marketing to send you anything. Literally not a single lead no matter how much money they throw at the problem and how many MQLs they say they are going to generate.
2) Learn how to build rapport, like real rapport, see Bravado Academy article: https://bravado.co/academy/sales-discovery-and-needs-analysis
3) Stop spewing bullshit features and start asking questions. No one knows what "revenue intelligence" is - shoutout Gong for the layup. Start asking questions your prospects care about, and BE SPECIFIC. Make them realize they have an issue that is costing them money/time and show them you can solve it.
4) Ask for the close, frequently. See @poweredbycaffeine post here: https://bravado.co/war-room/posts/how-many-times-do-you-close-in-a-sales-cycle-part-2 if you need justification but ABC is a saying for a reason. No one is going to sign the contract until you have asked for it. Multiple times.
5) Drink Coors Light
Fellow savages weigh in but here is your basic guide to fat commissions and blue mountains.