Seeking advice , New Role!!

What advice would you give to someone who was just hired as an AE with almost no closing experience for a construction company that integrate tech into their sales process?


Any reads would also be helpful

Thanks and cheers!!


🎈 Mentorship
👑 Sales Strategy
📈 Closing
5
TennisandSales
Politicker
3
Head Of Sales
Gap selling by Keenan is a solid read and a good framework to follow. 

Dont over think it. 

do a really good job of understanding the needs of your prospects and if you can communicate how your product solves those problems, closing becomes much easier. 
Justaskin
Executive
1
Sales Representative
Thanks for the advice and the recommendation!! I am excited for this role because I am basically skipping SDR position, Shooting for the stars!!
AessK
Politicker
2
SDR
I credit gap selling to turning my sales career around. A definite must read for selling any software
bandabanda
Tycoon
1
Senior AE Mid Market
I did the same thing, was lucky enough to straight into an AE SaaS role selling to SMB.

if it’s more transactional sales, pick up Addicted to the Process by Scott Leese. Short and has practical tips.

I second what Tennis said - learn your product but more importantly learn the needs of your ICP. Talk to CS and find out why too customers bought and love your product. Use that to ensure you’re talking with the right buyers.
DungeonsNDemos
Big Shot
1
Rolling 20's all day
I second Gap Selling. Make sure you at least know what your buyers/ICP care about and what impacts them. 
FoodForSales
Politicker
1
AE
Learn about the Discovery process.  Get a good script to work off.
CuriousFox
WR Officer
1
🦊
What has been working for you since this post?
Justaskin
Executive
0
Sales Representative
Hi, not much sucess, but I got a new contract role at a SaaS transportation company as SDR