The War Room
Question
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Transitioning from BDR to AE - advice?

I'm planning to make the jump from the BDR role to AE by the end of April, and am looking for any and all advice from those who have been through the same transition, or are just new to the AE role in general.


best advice you were given, best practices / techniques, time management, what you werent prepared for, etc.. anything helps!

2
salesnerd
WR Officer
+16
Head of Growth
Don't forget about the top of the funnel. So often I see BDRs move to AE and get so excited to close deals that they forget they need to continue nurturing the top of their funnel. 
IceInMyEmails
Opinionated
+1
Enterprise BDR
Great advice, thank you! gotta keep that prospecting muscle strong
salesnerd
WR Officer
+16
Head of Growth
Exactly. Don't get over-excited about closing deals and forget your roots.
ZebraStripe
Opinionated
+1
Sr Sales Director
Yeah @salesnerd nailed it. Ultimately the hungry, efficient prospector is more likely to rule the day.  As someone who went from S/BDR to AE, I can tell you that was the most important springboard.  It also helped me land jobs down the line too.
the_travster
Regional Sales Manager
First of all, congrats! The number 1 thing I would suggest, is to protect your time. You will be overloaded with new people, processes, tools, expectations.... the list is long and you can quickly find yourself spending all day doing everything but selling. 

Secondly, really lean on your team. The best AE's I see out there have an excellent relationship/brand with the selling ecosystem. 

Lastly... don't over forecast. No one likes to be backed into a corner when the end of Q comes around.  
IceInMyEmails
Opinionated
+1
Enterprise BDR
Thank you - this is really valuable stuff. Love your advice on leveraging/leaning into my team. Definitely going to put an emphasis on building strong relationships from the start
SalesHead
Opinionated
+4
Manager, Enterprise Sales
Salesnerd nailed it! The first thing I would say I see when BDRs make the switch is they think it's just all about the close now. As a BDR you have engrained prospecting into your DNA. Don't let that slip. Always stay hungry to find the new business. 

Also, fuel the fire for development. Successful BDRs are always owning their own development path and focusing on their growth. Just because you made it to a closing role doesn't mean that's the end of your development journey. Always strive for more. Always own your development 



3
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