Role of an AE + Working with SDRs Flashcards
Why is building a personal relationship important in sales?
Personal relationships help build rapport and trust. Always do personal intros before a demo to prove you’re human and connect on a personal level.
What should a cynical salesperson consider about their promotion?
Consider the risks that might bring the deal down and why the prospect or AE manager might say no. Make it as easy as possible for them to say yes by showing you’ll hit your target with little input needed from them.
What is the goal of a salesperson in terms of outcomes?
Create a Win-Win-Win situation where the prospect gets a solution, the company gets a good deal, and you earn a good commission. Ensure everyone benefits from the transaction.
What are the key attributes of a good SDR?
A good SDR can:
Identify great fit prospects and ideal customer profiles (ICPs).
Produce effective messaging.
Scale this messaging.
Handle objections effectively.
What is the primary job of an AE?
The AE’s job is to sign new logos for the highest possible price in the shortest amount of time.
How should an AE optimize their efforts? ( 3 things )
An AE should:
Ensure they have the right prospects from the start.
Use the SDR’s time effectively.
Focus on high-potential accounts.
What are the four key skills of a good AE?
Run a book of business.
Discover prospects’ problems.
Build compelling proposals.
Negotiate and close deals.
What are the 4 stages of the buyer’s journey?
Awareness of the product.
Exploring solutions.
Comparing vendors.
Deciding on a purchase.
What should your list of accounts contain?
Your list should only include ICP accounts. Do not take on non-ICP sectors or unproven accounts.
How can you de-risk your account list?
Use intent data tooling to identify who is in the market to buy and nurture your list carefully.
How should you optimize your work with SDRs?
Collaborate effectively by giving them vetted accounts, working on high-quality messaging together, and showing appreciation for their efforts.
What is the role of customer advocacy in managing your book of business?
Get close to CSMs and ask for referrals or advocates to create more opportunities.
How can you leverage marketing to benefit your book of business?
Work with marketing to run campaigns on your accounts.
When should you use the C-Suite in closing deals?
Don’t hesitate to involve the C-Suite or directors of sales to help close deals, especially early in your career.
