🏆 The move from SDR to AE.

Read time: 3 mins

The transition from SDR to AE was the most challenging step in my career.

You go from booking demos to:

• Handling the whole sales process.

• More things that can go wrong.

• More complexity.

Here’s what helped me with the transition: 👇

𝐀𝐧𝐚𝐥𝐲𝐳𝐞 𝐃𝐞𝐦𝐨𝐬, 𝐝𝐨𝐧’𝐭 𝐣𝐮𝐬𝐭 𝐥𝐢𝐬𝐭𝐞𝐧 𝐭𝐨 𝐭𝐡𝐞𝐦-

Take the time to listen to the top performers calls.

Jot down notes on:

• Topics that come up multiple times.

• Things that stand out to you.

• Topics you’re curious about.

• You didn’t understand.

Then, ask the AE running the call if it’s ok if you can message them with some questions about their call.

(everyone always says yes, but ask anyways).

Make it low effort for them.

(Include timestamps, questions, your thoughts, etc)

But do this for ALL calls you look at.

You can refer back to these conversations in the future.

Then try to copy and run your own demos. 💪

Pro tip: All those answers they provide will be searchable in slack. So, you cal always refer beck to it.

P.S. What’d you think of this weeks newsletter?

1. Hit reply to let me know. 👀 

2. Any suggestions for future editions? 💭 

Cipriano Martins Sales Synergy