QWhiz

Founding AE / ex-SDR

Valued Contributor

demo…

Week 2 end update…

Context: Joined as Founder AE for international markets for an EdTech startup - which is highly focused on Product Led Growth from its beginnings. My role is to set up the International Sales Engine which has not been a focus area up until now

Week 1 was me being pro-active in all aspects - setting 1:1s with Growth, field sales, inside sales, setting up tech stack, onboarding n all. Truckload of support from everyone in the company - sweet people. My first time in this industry.

Week 2 - I thought let’s take proactiveness to the next level and give a demonstration of the product (happened today).

We don’t have any SE’s since it’s not a very complicated (though very vast) product making the lives of teachers easier. Demo happened today with director of inside sales.

It went decent tbh. I could’ve done a lot better. I think I’m still not in the mindset, where I’m “really” curious enough to understand and discover the ICP’s challenges. The director of inside sales took the mock demo, and though he felt it went ok, I don’t feel the same way tbh.

This is my first time as AE (that too founding AE), so I didn’t know how to navigate between taking the demo - going against the flow if prepared based on the incoming intel - use the intel to tweak or pivot the demo - ask the right set of questions at the right time - at the same time explains the tool as well as the value props.

I’d say I did a fairly decent job. Not bad, but could've been way better. I felt, during feedback, that my manager was just being nice and was hesitating in giving constructive feedback. I promised him (again trying to be proactive) that I’d give another demo to him next week.

TLDR : I really did not feel, while giving the demo and doing the discovery, that I actually could relate to the school administrator - helping them taking an informed decision about an edtech learning tool. That’s what I feel went wrong. That I just didn’t feel like I knew my shit enough.

any and every piece of advice would be immensely appreciated from you all, experts,

10

17 comments

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oldcloser

Arsonist

3

💀

Here's my question: How good did you think you were going to be anyway? It absolutely takes 6 months to dial in the show n tell. Where you've got the right pauses, clicks and holes for anticipated questions. I think that if you're putting your chops on display at 2 weeks in, the effort and the commitment outweighs any demo slop you may have had.
As for your manager being constructive? I think he thinks what I think. The effort is to be commended. Nice job. Really.

QWhiz

Big Shot

2

Founding AE / ex-SDR

Frankly, I didn't anticipate acing it. I did expect to perform better though. I'll tell you why? I presented a product demo of their tool during the interview round, leading to my hiring. They were impressed and surprised by the extent of my commitment during the interview. So I expected to do lot better, which is why I'm a bit disappointed. I appreciate your kind words btw.

Pachacuti

Politicker

3

They call me Daddy, Sales Daddy

What’s your question?

Interesting that they hired you as an AE with no sales experience.

You are focused,IMO, on the wrong things.

You’re spending time on the basics of selling when you should be trying to open doors. Just because their are no SE’s doesn’t mean you have to do your own demos. Your job is to open doors. Do that and then get your manager to do the demo.

But you’re in the honeymoon period. So get to know the people and products. Understand how the company works internally. Then you can leverage that info to go nuts.

QWhiz

Big Shot

1

Founding AE / ex-SDR

You have an interesting take. I'm a full-cycle founding AE here. Building the international sales engine is as important as opening doors, doing demos and closing deals. I have some past entrepreneurial experience; they thought would be relevant for this role. I need to fly this plane, while building it. There's no honeymoon period as expectations are sky-high from me.

Kosta_Konfucius

Politicker

2

Sales Rep

Maybe connect with current customers, learn what they were doing prior mostly what challenges there were facing. and how this product helped them both what you were told in the demo and potential hidden benefits.
This could help a lot when you are trying

QWhiz

Big Shot

1

Founding AE / ex-SDR

What a wonderful idea. But I'm a little fearful right now tbh to go in front of customers, without giving a decent mock demo first. Am I overthinking?

Kosta_Konfucius

Politicker

1

Sales Rep

I think you are overthinking it, this can help you present the best features in your first demo

pirate

Big Shot

2

🦜☠️ Account Executive

You're two weeks in? Great work! Keep doing what you do and trying to improve. Great that you're taking notes as well on what you have done.

QWhiz

Big Shot

1

Founding AE / ex-SDR

Yeah. I told him myself that I'd be putting a weekly recurring sync on your calendar for a demo every Friday, till I get this shit right. Thanks for the pump.

pirate

Big Shot

1

🦜☠️ Account Executive

Yeah remember they hired you. They believed in you. They want to help you be successful. I was once hired as AE without AE experience. Turned out to be one of my successful positions ever.

Sunbunny31

Politicker

2

Sr Sales Executive 🐰

You’re the founding AE for international markets. Is there an AE for domestic markets? That’s the person you need to shadow.

If there is no other AE, I’m puzzled about what they expect from someone with no closing experience, but if your manager has that experience, then that is who can help you get where they want you. Try not to overthink it, though. You’ve got the right ideas, but you’ll have to start getting in front of your prospects.

QWhiz

Big Shot

1

Founding AE / ex-SDR

There are many. I listen to a couple of call recordings a day to learn what I can. Unfortunately, it all went for a toss during the mock demo. What's more shocking here is that 50% of all deals are closed over emails, without even a single meeting (I AM NOT KIDDING).

braintank

Politicker

1

Enterprise Account Executive

Huh

Diablo

Politicker

1

Sr. AE

Too early, continuous improvement is the key. Good that you know you could have been better that shows you are coachable.

QWhiz

Big Shot

1

Founding AE / ex-SDR

Thanks

CuriousFox

WR Officer

0

🦊

FoodForSales

Politicker

0

AE

from what you posted, I would make sure I keep job searching.

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