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Week 2 at new AE job

give your insights or advice for areas to look out for/improve.


I start week 2 by dipping into our CRM for marketing leads. As expected ... it's all shit leads. I spend some time researching and polishing these shit leads to see if I'm able to get some meetings and A/B test my pitch. By Wed, I have a rough idea of who is my ideal personas and what kind of messaging will excite them. Friday is wasted because we have a company-wide training with our key product partner.


My goal for next week is to create a sequence for my outbound campaign. This sequence is a mixture of emails and calls, a total of 13 touches. The goal of this campaign is to get meetings with prospects to meet us and sign up for a free trial of a product that I'm pushing.


Other than creating a sequence, I will look spend more time getting familiar with the product, relevant Gartner reports, alternatives, and common use-cases.


What are your thoughts and what should have been done on week 2 and what should I look to achieve on week 3?Β 

πŸ”Ž Prospecting
πŸ‘‘ Sales Strategy
πŸ’Œ Cold Emailing
5
MediocreSalesGuy
Valued Contributor
+7
AE
I’d say focus on use cases and stories you can tell. Then get whoever you can on the phone to pitch. Fail. Fix. Rinse and repeat. I feel like I have made the mistake at new gigs spending too much time trying to learn the guts of a technology, every nook and crannie. Before you know it, you’re 2 months in and have a solid understanding of the solution but with no pipeline to use that knowledge on.
rainmakerinthemaking
Opinionated
+5
Enterprise Sales executive
wah thanks mate!! I actually wanted to meet a sales director to discuss on pipline planning becos we share a quota but your advice isΒ  wayyyyy better. thanks again !!! Really appreciate itΒ 
ColdCall
Valued Contributor
+5
Business Development Manager
Do you have a list of closed lost deals more than 1 year old?Β 

You can get some quick wins there and even hear why people didn't buy. Warm calls as well so you can build confidence in value prop.Β 

May not work where you are for reasons but its my 1st stop when in a new closing role.Β 

Give me those sloppy seconds plzΒ 
Sunbunny31
Politicker
+5
Sales Executive
Great point and an excellent tip! I've found sometimes those customers were too early in their process the first time around to make a decision, but could be ready after some time has elapsed.Β Β 
MediocreSalesGuy
Valued Contributor
+7
AE
Also, go through some proper territory planning. Identify your top 10 (or 50, 100, depending on size of market and what you’re slinging). Have a plan for how you’re messaging to specific personas, industries, etc. so you don’t feel like you’re just putting everyone and anyone in a sequence with no rhyme or reason.
rainmakerinthemaking
Opinionated
+5
Enterprise Sales executive
Any suggestion on how to do so?Β Β 

What I'm doing now is .. I'm gonna use Sales Nav to find accounts according to attribute that matches current customers. I will then get my data mining specialist to farm the relevant contacts for me.Β 
Le
Letstalkmoney
Valued Contributor
+4
BDR
Data mining specialist - is another way of saying sdr?
Diablo
Politicker
+7
AE
I agree with MSGuy.. Would like to add, also look at your Average Deal size to understand if you spending the existing time on an account is worth it. Also, though LI isn't much useful to me, I still do leverage that in my sequence as I have gotten letting through that channel.

I would also look at the tech stacks currently used to see if need to make changes there that might produce better results.
rainmakerinthemaking
Opinionated
+5
Enterprise Sales executive
Yea, the average deal size range is from 30 - 60K USD. Time to close is averaging 3-4 mths.Β 

I have some email campaign in mind to feed my pipelineΒ 
Sunbunny31
Politicker
+5
Sales Executive
Such good advice. Get moving on that pipeline. In my role, I have SCs to help with the technical requirements and questions. I’ve asked them to join me earlier than usual when I was ramping up, so I can tap their knowledge and not slow down on building pipe. I also absorb what they’re saying so I can wean myself off having the crutch in early calls. Hope you have some people willing and able to help, rainmaker!
15
Just landed a new job as a SDR Manager and I'm stoked
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