{ "media_type": "text", "post_content": "To all my SDRs/AEs/AMs/BDRs that are out there, I’m running an experiment that I’ve never seen before:\n\nHave you ever worked together with a teammate to close your company’s deals? \n\nI’m talking start to finish of sales process, from cold call to closed booking. \n\nI’m curious to know if folks always tackle calls by themselves, particularly intro calls, and beyond. \n\nObviously there has to be a handoff at some point, but where is that inflection point? Trust is probably THE most important rapport", "post_id": "60fede70707d3f00243a5d98", "reply_count": 12, "vote_count": 5, "bowl_id": "5787dd60a3f35c130082b851", "bowl_name": "Sales" }

To all my SDRs/AEs/AMs/BDRs that are out there, I’m running an experiment that I’ve never seen before: Have you ever worked together with a teammate to close your company’s deals? I’m talking start to finish of sales process, from cold call to closed booking. I’m curious to know if folks always tackle calls by themselves, particularly intro calls, and beyond. Obviously there has to be a handoff at some point, but where is that inflection point? Trust is probably THE most important rapport

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We have “product sales specialist” that work closely with our AE’s to close certain deals while the AE’s knowledge is simultaneously ramped up. It’s more of a long term coaching program to constantly coach our salesforce on the sales process for each product category.

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Are both strategically aligned throughout the sales process? Very cool!

I always bring my BDR along if it’s an interesting opportunity. It’s outside of their main responsibilities but they appreciate being involved in the whole cycle. I also always reach out to their manager if we manage to land the deal to give them cred. They are working way harder for me than for the other AEs as they know that I will help them in their career. It’s a win win really.

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Agreed, I would bring my BDR along on oops with some kind of learning lesson or additional experience they could benefit from. And a commission split never hurt me when I knew they would be looking out for future deals!

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Not always. If an AE can demonstrate an ability to sell say water heaters on their own effectively then they can work independently. However that AE will still work with our specialist on a quarterly basis to make sure they have all current strategy knowledge. For our business because we sell thousands of different products under one category it can get confusing for even a seasoned AE to know how to effectively sell everything.

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that has to be built with engagement. And relationship is key with that. I would love any feedback or experiences you’ve had, especially as it pertains to cold outreach. I think there would be tremendous value in pairing two teammates with similar but differing strengths to approach and attack a target list. My concern: is this overwhelming to a client? Or does it show validity and support with strength in numbers?

Not really, once I hand it off to the AE there are no additional touch points for me. Although, I do have the rare inbound requests from other stakeholders for opportunities, and end up doing further discovery and uncovering the gap more.

It’d be helpful for me to understand pain points more and to have better questions to uncover it. I am part of the discovery to hand it off so the prospect feels some continuity. Other than that, I don’t think it’s helpful as that takes away time from prospecting. Although, I do think incorporating the BDR into those calls later on to become senior bdr and then transition to AE is the way to go. Idk about having another BDR on them since we’re taking away time from another person and increasing the cost per acquisition. Yes they might be better vetted but we get to the trade off of more meetings less qualification, or less meetings more qualification. So really depends what the business needs are at that point.

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Handoff happens after deeper dive call.

Yes, I have worked collaboratively with fellow colleagues and BD folks, but I have ended up doing much of the intro calls and lead uncovering on my own. There is a whole routine I follow from start to finish. Let me know if you want to know more.

I’d definitely be curious of your process and close rate as it pertains to your methodology!

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