Скачать или смотреть This Week - AEs | Advice to my younger AE self

Nick and this week's co-host, Scotty Lyons from Demostack, discuss the AE experience - how it started, how it's going, and where it's headed. This episode is jam-packed with stories and tips from talented AEs across leading SaaS companies.

Jack Doheny, Account Executive at Grin, Barrett Unger, Account Executive at Immersa, and Mike Wander, Sales Partnership Leader at SaaStr, join the conversation on all things AE - approach to discovery, developing a sales playbook, working cross-functionally, full cycle selling, navigating the SDR/AE relationship, learning on the job, selling today, social selling, dark social - the list goes on and on.


👋🏻 Let's Connect:
www.demostack.com
LinkedIn ➔   / demo.  .
Twitter ➔   / demostackhq  
Instagram ➔   / demostack  
Facebook ➔   / demostack  


📖 CHAPTERS
0:00 Intro
1:00 Co-Host Scotty Lyons, Account Executive @ Demostack
A look back on the past 6 months in Sales
4:10 SDR vs. BDR
9:07 Jack Doheny, Account Executive @Grin
9:59 Who is doing the nitty-gritty discovery on your team?
13:22 Jack’s outlook on the AE/SDR relationship
15:56 Frozen budgets - how do you deal?
19:34 Scotty’s advice to his younger sales self
21:10 Growing pains
23:10 Discovery
24:26 Demo playbook
27:44 Storytelling
29:35 Where does Scotty upskill?
31:03 Asking for the sale + negotiation
33:08 Building internal champions
33:45 Barrett Unger, Account Executive @ Immersa
34:20 Refuse the coin in the monkey
36:38 Barretts approach to social selling
39:04 Social selling vs. Dark social
40:54 Choosing the right company to join
44:45 Assessing your pipeline - Honestly
46:55 Biggest mistakes
47:48 RevOps wish list
49:17 Mike Wander - New Partnerships @ SaaStr
Leveling up customized emails to make a connection
51:27 Creating urgency today for use tomorrow
53:22 From marine to sales machine
55:37 Scotty’s takeaways


💻 Learn more about our guests:
Scotty Lyons, Account Executive, Demostack
  / scotty-lyons-486ab126  
Demostack - www.demostack.com
Jack Doheny, Account Executive, Grin
  / jack-doheny  
Grin - https://grin.co/
Barrett Unger, Account Executive, Immersa
  / barrettunger  
Immersa - http://www.immersa.ai
Mike Wander, New Partnerships Sales Leader, SaaStr
  / mikewander  
SaaStr - www.saastr.com

Additional Resources

Gap selling - https://amzn.to/3zw4O84

Who to follow on LinkedIn for Discovery
Kevin “KD” Dorsey - ​​  / kddorsey3  
Mor Assouline -   / morassouline  

Social Selling
Morgan Smith + Nick Thicket Guide
https://modumup.com/
   • Nicholas Thickett & Morgan Smith - How to ...  

Bunker Labs - https://bunkerlabs.org/