LegacySales

Account Executive

Politicker

Executive

Yeah, wtf

Hey Savages, been MIA for a little bit bc I've ramping up at this new gig.

Now I find myself back on an anonymous forum seeking your advice.

I went from a tiny company that just got bough and I now work at a massive SaaS company.

1.4M quota and I only have 40 accounts (enterprise).

I used to be a savage at least giving 16-20 demos a month (usually 3/week?) now since starting at this new place, I've given FOUR (post discovery call).

Additionally, I have done everything I possibly can to build pipe at this place. Lots of call blitzes, Salesloft cadences, personalized outreach, etc. I pray the Hyperscaler calls my phone so I can take their order from them.

Yikes, what happened to me?

🔎 Prospecting

👑 Sales Strategy

📞 Cold Calling

27 comments

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Kosta_Konfucius

Politicker

Sales Rep

What are the top performers doing differently? I would start there

sketchysales

Politicker

Sales Manager

the best approach

LegacySales

Politicker

Account Executive

They royally fucked this sales org.

It used to be extremely traditional territories. Then the sales team based in Ohio? asked the head of continent sales to split the org between "software" accounts and "regular verticle" accounts.

Software accounts, are companies with a certain revenue threshold that spend a certain % of COGS on IT.

Every single one of these sexy accounts got ripped from my team and assigned to the Ohio team.

We're stuck with accounts that are not as tech-savy...

LegacySales

Politicker

Account Executive

So to answer your question:
The top performers are all on a different team.

saaskicker

Celebrated Contributor

Enterprise AE

Are you asking for meetings or are you educating your book first?

It's really really easy to go from small company to large company with a small book and burn through your accounts in a few weeks. There's a mindset shift that tends to happen where you now have 40 accounts, your goal is to stay top of mind and understand the buyer/team.

You want to provide them with education and help throughout the year - so that when the time comes that they are budgeting or ready to buy they think of you first.

Sunbunny31

Politicker

Sr Sales Executive 🐰

^^ This. You're now building relationships. You're finding key contacts and making those connections. It's very different than a territory churn and burn, and you need to reset to a long game.

LegacySales

Politicker

Account Executive

Great insight, thanks guys.

jefe

Arsonist

🍁

Were you previously ENT or more mid-market? Different ballgame there..

LegacySales

Politicker

Account Executive

I owned EVERYTHING. Closed 2 F500 companies, 5 Midmarket and 3 itsy-bitsy, tiny-winy, companies.

It was great, my territory was MASSIVE

jefe

Arsonist

🍁

Sounds like a sweet territory, but also one that had smaller deals keeping your momentum going as you worked the larger ENT deals. It seems like your new gig only has those big ones, where you'll have less action day-to-day and week-to-week in terms of disco and demo.

SADNESSLieutenant

Politicker

Officer of ♥️

Whats the hyperscaler lol - how many deals do you need to hit 1.4? How many accounts have you had before? where you enterprise before?

Gasty

Notable Contributor

War Room Community Manager

40 accounts and 1.4 mil? The ones who set the sales targets were doing math or meth?

Sunbunny31

Politicker

Sr Sales Executive 🐰

LOL, we wondered that ALL THE TIME with our account lists + sales cycle. This echoes my previous experience so much, I wonder if LegacySales is at my former employer.

LegacySales

Politicker

Account Executive

@Sunbunny31If you had a 6 month "ramp" commission, we are absolutely at the same employer.

Sunbunny31

Politicker

Sr Sales Executive 🐰

You mentioned an Ohio team, so no, you’re not at my previous employer. They do sound similar in that they take something that was working and rip it up to scale or something and then hose a team or two along the way.

JustGonnaSendIt

Politicker

Burn Towns, Get Money

Hah, I have 22 Accounts and a 2.8M quota. This doesn't sound so bad!

Gasty

Notable Contributor

War Room Community Manager

I’ll prey for you

TennisandSales

Politicker

Head Of Sales

what is everyone else doing? Are you far behind? if you are in ENT sales than you may not need as many calls and those calls may be harder to get.

LegacySales

Politicker

Account Executive

Everyone else is delivering value to this company meanwhile I'm just struggling with these accounts. I even had the RVP sit me down and say "The reason why we hired you is bc you know how to use these sales tools as opposed to someone more senior"

TennisandSales

Politicker

Head Of Sales

hmm well i would be honest with them and tell that RVP that you are struggling and you are not sure why. see if they have any pointers.

Telehealth_2the_Moon

Notable Contributor

Director of Business Development

What's your pipeline compared to others? You might be right in line with your frequency of meetings/demos.

I target enterprise and I don't often have a week with more than 3-4 significant meetings. It's usually slower moving with more focus on deliverables and meetings with different groups of stakeholders. Then it goes from 0-100 real quick when an enterprise account wants to get moving.

ThatNewAE

Big Shot

Account Executive - Mid enterprise

Hmm, I relate. Nothing’s happening to you. The account book you have is very very small as opposed to what you had. So there’s some slouching happening there.

Nonetheless- it’s good that you have built your pipe here. You’ll be fine I guess ? :)

antiASKHOLE

Tycoon

Bravado's Resident Asshole

Yikes, that is a huge decrease. What do you think your next steps will be?

Sunbunny31

Politicker

Sr Sales Executive 🐰

I've been there. It's a shift into building relationships at those accounts, identifying champions who have you in mind for projects and bring you in, and making sure you have inroads to all key contacts. You're going to be thinking more strategically. It's a longer game, but if you enjoy building those relationships, it can be very satisfying to convert them.

That said, how are those accounts? The problems I've had with smaller account lists has always been quality. The theory is that you only need 10-15% or so of that 40 to close, but if the account list is pretty saturated, it's a real chore.

Thisme

Valued Contributor

Account Executive

What's a salesloft cadence?

CKamapguy

Fire Starter

Sales Director

Sounds like you work at ESRI. What a shit show that place is…

The newer staff get assigned all the crap accounts. Six weeks after I was hired they gave me a $2M goal and then collected up the 30 most problematic accounts and gave those to me. I was told “because you are old and seasoned”…. Ya. Getting profanity laced emails and calls was great. SMH I hate people.

LegacySales

Politicker

Account Executive

"Newer staff get assigned all the crap accounts"
You hit it on the head.

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LegacySales

Yeah, wtf

27 comments

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