Gol Allen

Founding Account Executive

Sales playbook advice

I am starting a new role, as the first SDR in an AI start up, 200 employees 5 senior salespeople in the team already but they very have little process/sales motions in place right now.

AI enterprise software selling to the creative industry £50-1m ACV

Selling to SMEs and all the way too enterprise

There will also be another SDR in the company in the next 2 weeks and 2 AEs

What are some good guides/playbooks to use/study before I start my job?

👑 Sales Strategy

☁️ Software Tech

🧢 Sales Management

14 comments

Sort by:

Founding BDR

In a good way - it’s weird that you’re the first SDR with a company count that high. Only saying this because I was an SDR w an AI startup when the count was less than 10. This definitely comes with more product fit and mentorship. I’d try to get my hands on some recorded calls from the AEs to learn about the value props and overall messaging. Will get you ahead on Day 1. Best of luck! Going to be an exciting journey.

jefe

Arsonist

🍁

That's a lot of headcount for no SDRs!

Good advice here. Best of luck Gol!

Founding Account Executive

Great advice, what worked for you as Founding BDR? I know its a general high level question but dump as much as possible regarding what worked for you in your role.

Founding BDR

Sounds super cliche but you only really learn by doing/failing. Since you’re going into a role that hasn’t been there before, there won’t be a roadmap clearly laid out to how to succeed. At first, it’s a lot of ‘throw mud at the wall and see what sticks’ because you don’t know what actually sticks. Make sure you’re activity is really high across a bunch of different strategies/channels/messaging etc. You’ll slowly begin to learn what is the most effective and where you can be the most efficient/productive. Don’t give tooooo much thought in what you’re doing at first as it’s somewhat a waste of time because you simply don’t know. It’s scary but exciting at the same time because although it’s not as smooth as walking into a process that’s there, you’re forced to learn and grow a lot quicker.

Sunbunny31

Politicker

Sr Sales Executive 🐰

The sales guides and playbooks I've seen have all been company/solution specific. As in, written by the company for that company's solution and ICP. I'm not sure what general guides are out there that would be of any value.
That said, DirtyMoney has a good suggestion. I'd add to ask your manager for any collateral and material s/he recommends to ramp yourself up.

oldcloser

Arsonist

💀

By definition, a sales playbook is absolutely specific to the company that provides it..

oldcloser

Arsonist

💀

I think you may mean sales books, not sales playbooks. Hit the search bar on this one. You'll find a long list of recommendations. Also, have a look in the commission store and invest some commishes in the books in there... completely vetted. All of them worth reading.

JWA

Personal Narrative

Business Development Manager

Before someone else says it, Never Split the Difference by Chris Voss is the one title that I have not heard anyone in sales totally disagree with.

Most other titles I have found some love and some hate but that one is pretty well respected across the board.

oldcloser

Arsonist

💀

☝️

JWA

Personal Narrative

Business Development Manager

I like
New Sales Simplified by Mike Wineberg
Phil M. Jones with Exactly what to say and his other title Exactly How to sell.

Both have information helpful in positioning yourself simply. You'll need to adapt to your product and climate but no gimmicky things in my opinion.

I agree with the others regarding reviewing the AEs' calls.

If your SDR is like what mine was, your role is to qualify and schedule so if you can find the most common objections or roadblocks and work that into your questions or approach, likely will have a head start.

IE- In my financing SDR role, I had to confirm the business model (roadblock if it wasn't allowed in our financing method), the amounts needed, and the amounts available. Based on the likelihood of things falling into place, I would schedule the call with the AE/consultant to close the deal as needed.d

Gasty

Notable Contributor

War Room Community Manager

Playbook?

There is no ONE playbook in the world that can guide you to get there.

Since, you’re the first SDR in an AI startup, why don’t you explore what works the best for you in that company?

Talk to as many people in and outside(prospects) the company as possible.

Be ready to learn something new everyday.

Educate yourself about the tool, how did they even become a 200 employee company and whose been closing deals there?; eat their brains for advice and mentoring.

Make your own playbook!

Founding Account Executive

For sure, they never had to sell before as they had viral organic marketing and leads / customers self subscribed to the products.

FoodForSales

Politicker

tons of sales books out there. use the search bar to find a few.

fuzzy

Notable Contributor

CMO (Chief Meme Officer)

Look for my resources post where I have dozens of playbooks. Get yourself Salesloft or Outreach. I can’t believe your company made it to 200 employees without SDRs

Bravado is a community of trusted sales professionals endorsed by their customers.

Products

The War Room Jobs Salary Guide Tech Sales U

Company

About Us How It Works Blog Bug Bounty

Contact

Press Careers

If you are hired as a contract sales rep by a Bravado customer, we may ask you to prove access to the employee email account provided to you by that customer. This data will be shared with customers to track your sales productivity; customers can use this data to confirm you meet the minimum activity requirements to pay out your ramp stipend and commission.

Gol Allen

Sales playbook advice

14 comments

Related posts

SALES PLAYBOOK (any examples?)

Sales Advice for 2023....from the experts?

What is a "sales Playbook" to you