gabagu

What would be youur top piece of advice for someone making the transition from SDR/BDR to a full sales-cycle AE?

I had the experience of being an SDR for a little over 2 years and got great at it. Then transitioned into a Customer Success role that was great for me to develop relationship-building skills, however, I wasn't a fan of the pace so I decided to come back to sales and am now in a full sales-cycle role.

What are your top tips to make this transition?

I'm great at scheduling calls and building rapport, but when it comes time to do a proper discovery and get to the heart of prospect's problems, I have not been successful in getting them to open up.

What books, podcasts, thoughht leaders do you recommend?

📈 Closing

🥎 Training

😎 Sales Skills

5 comments

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Haast

Notorious Answer

Account Executive

There will always be a learning curve to each skill, but knowing the most about the thing you're selling can make you indispensable on your team. Use your ramp period which will be less dominated by sales tasks to maniacally learn as much as you can about your product. This is also helpful because if you are overbearing to your few deals/prospects in flight during your ramp you can scare them off easily.

wHaTyAgOtCoOkInG

Catalyst

Solution Consultant

start with the end in mind, if they are going to buy they will have a time frame

CuriousFox

WR Officer

🦊

Prospect, research, then research some more. Meet your new SDR and set a 1:1 to discuss a gameplan where you both will come out on top.

gabagu

Good Citizen

That's the thing, I don't have an SDR so one of my biggest challenges is the constant back and forth between the prospecting mindset and the discovery/closing mindset.

CuriousFox

WR Officer

🦊

Gotcha. I misread. So still do your reasearch. Research top/common "pains" or roadblocks in the industry you are meeting with. "Mr. Customer would you agree obstacle is causing pain?" Check out SPIN selling.

Here's a good link to see an overview.

https://blog.hubspot.com/sales/spin-selling-the-ultimate-guide

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gabagu

What would be youur top piece of advice for someone making the transition from SDR/BDR to a full sales-cycle AE?

5 comments

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