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Full Sales Cycle AE?


posting this to collaborate on tips and tricks for full sales cycle AEs

How much time do you spend prospecting vs cold calling vs holding meetings vs moving active opportunities through the pipeline?

How long are your sales cycles?
-mine is about 60-90 days, meaning the work I do now will pay off a couple months later.

Anyone else see variation in their day-to-day sales skills?
- some days I feel on top of the world, like I could sell water to the ocean and some days I feel like I couldn't sell Flint, MI clean water.
πŸ’ͺ Motivation
πŸ”Ž Prospecting
πŸ‘‘ Sales Strategy
7
slaydie
Politicker
+5
Account Executive
Im a full cycle AE and spend the majority of my time prospecting via email, not much cold calling. It's been working well for me *shrugs*
Beans
Politicker
+5
Account Executive
What industry?

I've normally been an email gets meetings first guy, but it is not working in this gig.Β 
Coldcallcheddar
Opinionated
+3
Account Executive
I believe email is the best way to do it but my boss is a firm believer in 40-50 calls a day. I personally wish we would spend more time getting creative with emails.
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UserNotFound
Politicker
+9
Mid Market Manager
In my previous career I was a full-cycle AE. It’s a difficult pendulum because as soon as you start closing business the time for prospecting gets eaten up with account management. Then you’ll have a low month because you didn’t prospect as much, which gives you lots of time to prospect, and so the pendulum keeps swinging. I would make sure that you have a block of time every day for prospecting. For me I went with one hour every day for phones and email campaigns (this does not include prep time) and I would never hold a meeting without the 3up/down rule (meaning door knock the 3businesses on either side of where you’re meeting). As a minimum standard it helped me ensure I was never in β€œlast place” even on my light months.
friendlyginge
Politicker
+5
Account Executive
I’m in my first closing role and it is full sales cycle. New reps are expected to make >50 calls per day to build pipeline (30-90 day lifecycle). What I’ve found is that some weeks are heavily stacked with demos and prospect meetings, so I make less calls. then the next week is open since I didn’t call as much, so I focus more on calling and prospecting to set up another meeting-heavy week.Β 

im still trying to balance my time so my weeks are more consistent. Curious to see how others manage their time
Coldcallcheddar
Opinionated
+3
Account Executive
I find that even if I have a lot of meetings one week that I can still make the calls if I’m feeling up for it. My biggest struggle is some days I don’t feel like I have the β€œjuice” or I don’t feel I’m speaking or thinking as confidently as I normally do so I’m slower to pick up the phone.
msp_sales
Opinionated
+4
Full Cycle Sales
About 80% prospecting, 20% selling. I am mostly referral driven these days so that prospecting is a little less of a grind.Β 
Stratifyz
Opinionated
+9
Business Development Rep
I had a similar approach. Typically, I would try and prospect from 8-10. 10-12 would be for calls. 2-4 for meetings. Of course you could mix the times around daily so it’s not monotonous but you get the gist.
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