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Former SDR to now AE: How should I prepare for the role?

To the point: I've been an SDR for 2 years now and now I'm moving into an AE role at a new company. Any tips, advice, tricks or luck is more than welcome!

๐ŸŽˆ Mentorship
๐Ÿ“ˆ Closing
๐Ÿ“ฃ Demos
13
CoorsKing
WR Officer
+12
King of the Coors Knights
Donโ€™t negotiate with non-decision makersย 

Dont be afraid to qualify out - donโ€™t waste your time

Just because you are now an AE doesnโ€™t mean you donโ€™t have to prospect anymore, keep those skills active!

Its one thing to know the product, but get really good at building a business case for exactly why they should spend $X with you and what happens if they dont

Read my onboarding journals.
GrizzleMcThornBody
Politicker
+10
EVP - RevOps
the intern has hella influence over the decision maker though
CoorsKing
WR Officer
+12
King of the Coors Knights
True, I heard the CFO asks THEM for budget, at least thatโ€™s what Gary V says
FeedTheKids
Politicker
+3
Solutions Consultant
Learn your product inside n out.ย 

Solve problems.

Close deals.ย 
jefe
Politicker
+8
Sales Director
^ This

Also, network internally and learn from those that are successful
captainrex
Fire Starter
+1
Sales Enablement Team Lead
Straight to the point, noted! Thanks, soldier.
dwightyouignorantsale
Politicker
+6
Manager, Sales
This is probably not the advice you were expecting, but be a bit pessimistic. At first you may be elated with all of the discovery calls and/or demos you are working on; excited about all of the possibilities around the corner. However, prospects tend to spin their wheels and can take demos just to take them. Qualify hard and donโ€™t let yourself think that every call is going to turn into something good. Poke holes in your own logic. Itโ€™ll help you spend your time on the real opportunities that will actually move forward.
captainrex
Fire Starter
+1
Sales Enablement Team Lead
Wow, this is an eyeopener thanks! Really felt the hard truth here.
Diablo
Politicker
+7
Sales
First week -- Try to know everyone on team and what/how they do things. Don't be afraid from asking questions (good/bad) and giving feedback (good/bad). Learn as much as you can about the products (internal resources, live calls with your colleague and also ask them to join you on your call (once you're ready) so they can help you get well aligned).
captainrex
Fire Starter
+1
Sales Enablement Team Lead
I followed your advice to the letter, I've gotten more familiar with my product and just had my first demo! :Dย 
Diablo
Politicker
+7
Sales
Awesome buddy! All the bestย 
FuzzySlippers
Executive
+2
SDR Manager
Find the top performers and/or ask your manager to recommend other AEs to set up listen-ins early and often while you ramp-up. I wouldn't try to emulate them but learn what they do to be successful at the organization and sponge that up!
captainrex
Fire Starter
+1
Sales Enablement Team Lead
You made a great point about emulating, there is a top AE where I'm at but their style isn't exactly mine. Great to know that I should still be myself,ย 
tonysoprano
Opinionated
+5
AE
Shadow, shadow, shadow.ย 

A couple have mentioned don't be afraid to disqualify, but at the beginning I would take as many discos/intro calls as you can because you'll need reps, especially if you are demoing yourself.ย 

Also, aside from learning the product does, focus on learning WHY people buy and how customers use it. It makes tying the product back to pains easier and much more meaningfulย 
captainrex
Fire Starter
+1
Sales Enablement Team Lead
Shadow shadow Shadow - I'm a month into the role and still shadowing even though I can take up demos and I plan on doing so for my time. Thanks for the tipsย 
cw95
Politicker
+6
Pricing Executive
Such good advice here. Community is all that it's about.ย 
captainrex
Fire Starter
+1
Sales Enablement Team Lead
It's the best part about being here. :)ย 
TheRealPezDog
Notable Contributor
+10
Account Manager
Treat every discovery as a 'disqualifying' mission vs. 'qualifying'.ย ย 

Ask clients hypothetical questions about working with you.ย  Paint the picture for them and then ask what their entire process would look like.ย ย 

Also remember that staying silent is a GD power move, use it.ย ย 
captainrex
Fire Starter
+1
Sales Enablement Team Lead
That first sentence is gold, thanks for that, I even wrote it down.ย 
TheRealPezDog
Notable Contributor
+10
Account Manager
Right on! best of luck in the new role!ย 
IYNFYL
Politicker
+5
Client Success Advisor
Learn your competition and how you stand out. Be able to negotiate and close deals after learning from others.
captainrex
Fire Starter
+1
Sales Enablement Team Lead
This is something I still need to get down on, I've learned a lot about my product now I'm focusing on the competition.ย 
16
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