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SirAlex

Account Executive

Valued Contributor
Opinionated
Contributor
+2

New Role - connecting with Top reps/leaders

Hey All - just about to start a new Enterprise AE role at a Public SaaS company in the cybersecurity space.

I want to hit the ground running and want to connect with a few top AEs, Directors and VPs about their journey. People always say shadow top performers but want to dig in to specifics. 

My question to you all is, if you were starting a role at a new org or if a new rep just signed onto to you org,  what would be some good questions/topics of discussion to break the ice. What wisdom would you seek or part onto those seeking it. Any specific tactics to get rolling early in the role as well as others to ensure long term success.

cheers
🧠 Advice
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9 comments

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SalesBeast
Politicker
4
Sales Leader
Do not ask basics that you should know your self- so make sure you study up and read the website and help docs a bunch. Do not get in their way, and just let them sell. Watch maybe recordings but don't force yourself onto their calls or live meetings. Ask why they feel they are successful, and sit back and watch + observe.
SirAlex
Valued Contributor
1
Account Executive
Thanks for your response. I’m going to try to meet some of these folks in person as I’ll be in the HQ city for a week. Anything else you would add on what to pick their brain about?
Pachacuti
Politicker
4
They call me Daddy, Sales Daddy
As a rule - Don't ask anything you can ask Google.

Sunbunny31
Politicker
1
Sr Sales Executive 🐰
Solid point.
CuriousFox
WR Officer
1
🦊
Same applies here
SalesBeast
Politicker
3
Sales Leader
Main competitive intel. Where to find important documents. Get data sheets and everything. Ask why you typically win deals at this company. Talk to them about quotas and hitting them. Ask who in company is most helpful and who to avoid. Try to make a buddy you can trust. Learn what to avoid talking about that your company is weak at.
Justatitle
Big Shot
2
Account Executive
I'd hone in on what makes you different than other cyber companies out there and what really makes the offer you guys have compelling. This might sound like basic Shit but getting a really strong value prop and knowing where you are good vs bad really helps.
DungeonsNDemos
Big Shot
2
Rolling 20's all day
If I hadn't done it before taking the job, I'd do my own crash course on the competitive landscape and on why your new customers choose to buy from your new company. ICP fit and differentiation seem more crucial now than ever as CFO's need rock solid business cases to say yes to new things.
More and more of my deals are requiring board approval over the last year alone. Why not break the ice with your new teammates by asking "What is a deal you're most proud about closing lately?"
SirAlex
Valued Contributor
0
Account Executive
Thanks! I like the deal you’re most proud of question.

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