G
G

Gov_uk

AE

Good Citizen

Making the jump from SDR to AE in May

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The video pretty much sums up how I'm feeling but I'd love to get some advice from some of you more experienced girls and bros?


It is an Enterprize AE role at a start up series A -> B would be open for tips tricks and some free leads haha



How hard shall I go

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9 comments

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NeverEverStopSelling
Member
2
Sales Manager, Mid-Market
SDR to Enterprise AE? That might be some learning curve.

Definitely need to go Gary Vee hard. minimum. maybe 10x Grant Cardone levels of hard.
Gov_uk
Good Citizen
1
AE
Any tips? 
NeverEverStopSelling
Member
1
Sales Manager, Mid-Market
Don't want to give advice / assume my experience or observations applies to every sale.

Do you mind sharing the nature of the sale? SaaS vs something else? What are the average annual contract values for this Enterprise AE role?
Gov_uk
Good Citizen
1
AE
Saas acv 70-100k 
Gov_uk
Good Citizen
1
AE
Also mate the post ask for advice, and u saying you dont want to give advice?!
NeverEverStopSelling
Member
1
Sales Manager, Mid-Market
Advice given without any context is essentially arrogance :P

got it, SaaS 10-200k ACV range happens to be what I'm most familiar with.

Build a process.

Study.. like for real study sales. if you don't read books or listen to podcasts, start today.

Copy other top reps who operate like you do personality/organization wise. Do not try to reinvent the wheel unless you have to (i.e. first rep at an org). Straight up swagger-jack one of the top 3 reps and get over any idea of "I wanna do things my own way." For the first 3-6 months you're selling your brain calories on every call will be so preoccupied with everything you're trying to do and ask and show, you'll barely have a chance to show your aWeSoMe uNiqUe PeRsOnaLItY anyway cause you'll be too busy sweating from your hands trying to keep it all straight. Steal from the best, add your own flair later on.
Gov_uk
Good Citizen
0
AE
tHaNK yOU 
salesnerd
WR Officer
2
Head of Growth
Someone just today asked me what the biggest difference between being an SDR and an AE is. It took me a bit, but I think this is my answer: the amount of the funnel you're responsible for.

As an SDR, your job is (generally) to get a deal from intro to demo (maybe disco). That's just the top of the funnel. 

As an AE, your job is to manage the bottom 3/4ths of the funnel. You have to run the demo, schedule follow up, negotiate contracts, close deals, hand off the account, etc. 

It's a tough change for a lot of people because they're so used to going from initial contact to handoff quickly. 
Gov_uk
Good Citizen
0
AE
Thanks I appreciate that response practical advice  I can use. I’ll definitely be more aware of this 

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