For any AE’s out there, what do the best SDRs do to help you close the sale?

This is my first time in tech sales and I'm about 7 months in. I'm running middle of the pack and trying to figure out how to set my AEs up for success while also climbing to the top of the leaderboard. suggestions?
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9
CoorsKing
WR Officer
7
Retired King of the Coors Knights
Set qualified meetings, rather than spamming out trash and wasting my time with people who are irrelevant to what we are selling.

Actually qualify the leads before booking the meeting. Understand why they would want to meet with us and what the pain is. 

Develop some sort of 10,000 foot business case based on your research on what you think the fit is. 
paddy
WR Officer
4
Director of Business Development
I tell them to strap on the knee pads, go over to the prospect's office, and "do whatever it takes".
Stratifyz
Big Shot
1
Account Executive
This is the only reason why I opened this thread. I KNEW there was going to be some gold like this lurking in here 🤣
Ryase1113
Opinionated
3
Regional Director
Schedule a 15-20 minutes weekly touch base with your AE's to get their perspective on accounts and who to target.  Build an attack plan with them jointly (you can templatize this across all AE's to make your life easier) and then communicate with them where you are seeing both positive and negative results.  If your AE's feel you're invested in them, they'll invest back in you (training, supporting, providing feedback, etc).  That'll help you grow your skills faster as well as move up the ladder faster!  That's how I worked best with my SDR's.
RedLightning
Politicker
1
Mid-Market AE
Listen to the disco calls and see what the AE's are looking for to progress deals. 

Be the SDR that AE's want to recieve opps from, so when you hand it off set the table well from the prospect end. take your notes about what motivations the prospect has rather than pure bant stuff. 

Ajh4208
Good Citizen
1
Business Devlopment Manager
I have both been an AE and currently manage a team of SDR's.  In my experience the best SDRs have an open relationship with their AE.  Weekly meetings are a must.  I even have some reps that have a quick five minute sync with their AE's just go to over little insights every morning.  

Listening to calls and asking questions is the best way to up-level your skill set in my opinion.  
CuriousFox
WR Officer
1
🦊
Please send qualified leads. Not a "well they are interested in hearing more about pricing when their contract is up in 3 years." If you send me that I am marking it as invalid immediately.
Rupert_Pupkin
Contributor
1
Account Executive
Repeat from a few posts here but qualification is key. Don't try too hard to qualify on your own in advance if you're not comfortable, but at the very least, tell the AE why you think an opp might NOT be qualified, rather than trying to jam it through.

Additionally, make sure you take notes. This seems so obvious, but I can't tell you how many calls I've got off and said "ok what'd you hear" and they weren't paying attention. Not the end of the world if you have Gong, but it's not going to create a lot of trust in the relationship.
GenuinelyCurious
Valued Contributor
0
Sales VP
At the end of the day they SET MORE APPOINTMENTS! Sales volume is underrated. In addition to volume they need to ask preliminary questions think SPIN selling to build low levels of value.

BONUS: Try to create a vessel where your sdrs can create content for the business, provide value, and SET APPOINTMENTS. One way to do this is invite prospects on a podcast, build a relationship, ask discovery style questions with entertainment value, and after the show explain that as compliments of being a guest, if interested you can explain how your product/service can actually solve their problems.

It's more nuanced then this but I am handing you the general idea to help you think creatively
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