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A New AE's 5 Step Guide to Slinging Deals like a Savage

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 ο»Ώο»Ώ@poweredbycaffeineο»Ώο»Ώ 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.

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27
CuriousFox
WR Officer
+12
Senior Account Executive
NUMBER 3 FOR THE LOVE OF CHRIST.

Ok I'm good now. Great post friend. 🌟
salesmanager80
Catalyst
+4
SM
Challenger Sale - oldie but a goodie
Sunbunny31
Politicker
+4
Sales Executive
PREACH
poweredbycaffeine
WR Officer
+9
Bean Juice Drinker | Sales Savant
I'd argue that step 5 can be a mid-step addition to any of the aforementioned steps. If you need courage, grab for the bluest of mountains.
UrAssIsSaaS
Politicker
+8
SaaS Eater
You're argument has been heard, and is proven very accurate.Β 
mitts2
Politicker
+8
Account Executive
Preach brother. Questions are a salesperson's best friend and greatest weapon. Learning how to ask the right question will take you to the Promised Land where the mountains are bluer than an interns balls on a Saturday nightΒ 
UrAssIsSaaS
Politicker
+8
SaaS Eater
You killed me with this one. Should've added that context to step 3
InQ5WeTrust
Arsonist
+9
Sales Savages, what is our profession? Trauma!
TLDR I'm 7 beers in but have an upvote.Β 
Fletch
Opinionated
+3
Full-Time AE/Side-Hustle Owner
90% of the work is done on the discovery. 5% is asking for the sale. Last 5% is asking for the sale again.
LordBusiness
Politicker
+8
Chief Revenue Officer
Number 3 is HUGE.Β  Also remember that asking question is a SKILL. It can be practiced (and absolutely should be practiced.Β  Your tone/inflection/speech cadence - these things ALL MATTER.Β  If you sound like you are just checking off the boxes in questions - then that's what your prospect hears as well.Β  The secret sauce is sounding like you are curious (even though you are just collecting ammunition).Β 
UrAssIsSaaS
Politicker
+8
SaaS Eater
Ding ding ding. Everyone wants to practice demo and closing skills when they should really be working on their ability to qualify effectively.
Mobi85
Opinionated
+4
Regional Sales Manager
#3 for sure but I feel like #5 should be involved in each and every step. Call it 1a, 2a, 3a, 4a, 5
UrAssIsSaaS
Politicker
+8
SaaS Eater
Valid
Diablo
Politicker
+7
Sales
Great guide, thanks for sharing
Re
RedLightning
Politicker
+7
Mid-Market AE
I've been drinking lone stars on calls, switching to Coors next month and will relay the results!
UrAssIsSaaS
Politicker
+8
SaaS Eater
I can assure you your production will increase 10x after making the change.Β 
Re
RedLightning
Politicker
+7
Mid-Market AE
Lone Star is the "National Beer of Texas." So maybe, the optics of me not being 1) pro seccession and 2) drunk on a call will get those wins rates up

Show 1 more replies
whathaveyousoldtomorrow
Opinionated
+4
Account Executive
Expansion on #3 - SLAP - speak like a PERSON, not your marketing lingo or the technical sales managers goobly wonk. You sound stupid. Read: Weekend Language by Andy CraigΒ and Dave Yewman
UrAssIsSaaS
Politicker
+8
SaaS Eater
SLAP, thats fucking awesome. Never heard of it before and now my team is gonna get sick of me saying it.Β 
whathaveyousoldtomorrow
Opinionated
+4
Account Executive
YAS! Im helping.Β 
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