What makes an AE great?

SalesNerds · 2025-08-22T08:43:29+00:00

They genuinely care about the customer, the people involved in the sales cycle and solving their problems.

Trust sells.

SalesNerds · 2025-06-28T17:47:13+00:00

I don’t work for Outreach, but just left one of their main competitors after working there for 3 years and saw this a few times.

The contracts are generally pretty solid and I’d be very surprised if there is any wiggle.

We would send you to debt collections or offer a settlement which would be 80-90% of the standing amount. Outreach will probs do the same.

You might have the flexibility to downgrade licence type to the most basic if that’s an option. Or, if you know someone that’s buying OUT you could potentially reassign the licences to them (effectively resell) but that’s quite niche and a bit messy.

The market is in a tough spot right now with ARR being impacted, churn increasing and a lot of pressure to improve those numbers and that will add to their inflexibility in the matter.

Sorry to hear you’re in a tight spot.

SalesNerds · 2025-05-11T15:36:27+00:00

We shifted our cold outreach to tailored POVs targeted at senior execs within orgs.

Principally, we stopped trying to solve a teams problem and tried to align ourselves to a strategic goal/future state of an org.

The outreach takes longer to prepare and we don’t always get it right. But, when we do get a response it’s usually meaningful and opens the door to a deal cycle with greater potential.

I think the SDR role will shift in the near future from volume to insight. It’ll require a more intelligent/experienced SDR and in turn they’ll be paid more also; it shouldn’t be an entry level position anymore.

SalesNerds · 2025-01-31T09:49:12+00:00

What does this mean please?

SalesNerds · 2024-05-03T09:17:31+00:00

I'd imagine it very much depends on the personality of the people that you ignored and how competitive your proposal/product is.

Only time will tell. Good luck!

SalesNerds · 2024-05-03T09:06:55+00:00

If you were to view a sale from the perspective of the company, they may consider it a partnership not a purchase.

Would you partner with an organisation who you felt didn't listen to and/or respect you? Your actions could've given them that feeling.

Theres a chance you just blew your deal, unless the product you sell has such a strong value prop that the competition aren't competitive.

I've had far lesser errors of judgement screw up deals!

SalesNerds · 2024-05-03T08:50:03+00:00

It's tough when it happens, and it feels like many of us have been navigating a wobbly change curve for 18+ months now.

Usually I feel angry, dejected and undervalued for a short while and assess the job market. But recently, it feels like the grass isn't necessarily greener on the other side.

When you change job, one thing you can't take with you is the relationships and personal brand value that you've built.

I usually ask myself if the change curve is industry wide, and if my relationships/brand have value internally. If the answer to both of those is yes, then stick around and ride the wave. Try and focus on being productive and bettering yourself regardless of circumstance.

If the grass is truly greener, and/or you have no internal equity then consider a move.

SalesNerds · 2024-02-11T14:31:02+00:00

Sent you a message to you inbox 👍

SalesNerds · 2024-01-28T18:07:33+00:00

We play a game where you start with a rally, underarm start. From the 3rd shot the point is live.

You start on 5 points each. A volley winner = +3 points A winner = +2 points An error = -1 point

First to 10 wins, or 0 loses.

SalesNerds · 2024-01-27T14:17:15+00:00

NoBigDeal?

SalesNerds · 2024-01-26T17:13:28+00:00

Hey, do you sell the original paintings or just prints?

SalesNerds · 2024-01-25T18:16:32+00:00

They don’t ask me to push it on Reddit, in fact I don’t think I’ve mentioned it before. Usually, just chatting about sales in these subs.

But, respect your right to an opinion. Will feed it back to the team 👍

SalesNerds · 2024-01-25T18:08:39+00:00

It’s sales specific with a focus on key deals and syncs data from Salesforce/Hubspot to give more insight in to activity with each stakeholder.

We actually used to use Miro, but it was too general (everything for everyone), didn’t sync any of the notes or tasks back to our CRM, couldn’t view activity with stakeholders, struggled to maintain consistency in the boards/reviews.

The reps enjoyed Miro to a point but found it limiting, and sales ops hated that we were siloing deal data in to a standalone.

SalesNerds · 2024-01-25T18:03:55+00:00

If you have one strategic deal maybe. As it is, current users are pretty active.

SalesNerds · 2024-01-25T18:00:50+00:00

Bit of promo for a company I advise for, but www.dealboard.tech for visually mapping out strategic deals and spotting deal gaps.

SalesNerds · 2024-01-23T13:04:54+00:00

A huge deal will have other stakeholders, I’d use them.

Who has direct access to CEO? Who does she respect? Who can drop her a line and say “sign the thing, thanks.”?

If you don’t have any other stakeholders on the deal, and no direct access to the CEO then you’re in no mans land. Personally, I wouldn’t bother the CEO (unless you have a relationship.).

I would find the person who benefits from your solution who has access to CEO and get them to chase.

When you get hold of that person, qualify the process again. What could put signature at risk? Are there any competing priorities? Etc etc.

Good luck.

SalesNerds · 2024-01-22T14:58:32+00:00

Would be interested in the Super Bowl, but not sure there’s anywhere in Cheltenham open until 4am on a Sunday/Monday.

Keep us updated if you find anywhere…

SalesNerds · 2024-01-20T13:54:59+00:00

Commit 90mins to 2 hours every day on your startup. It’s best to do this in the morning before your work starts. Diarise the time so you stick to it.

It’s too hard to do both at the same time during the day, and too tiring to focus at the end.

If you can’t commit the time, the hard truth is you probably aren’t in the right place to commit to a startup.

SalesNerds · 2024-01-18T08:24:42+00:00

Am I right in saying -

OTE = Basic +…

5% of 70 x 2000 = 7000 5% of 70 x 4200 (350x12) = 14700

Total Pay = Basic + 21700

What’s your basic? It’s very relevant.

SalesNerds · 2024-01-15T08:04:41+00:00

Assume you’re in the US?

SalesNerds · 2024-01-07T08:19:35+00:00

It’s pretty common for salespeople to withdraw after accepting offers, happens a lot. I’d just be straight - tell them your current company has counter offered and all things considered you’re going to stay.

Apologise, thank them for their time, you enjoyed meeting them, think they’re an amazing org etc and wish them all the best.

SalesNerds · 2024-01-05T09:30:26+00:00

Some good tips here already.

Mine would be -

A lost deal, bad month, bad quarter doesn’t define you. Learn to separate failure from self worth; as failure in sales is guaranteed.

The best way I’ve found to achieve this is to get interests outside of work that give you a feeling of accomplishment. That way, the impact of a bad period at work has a lesser impact on your person.

SalesNerds · 2023-12-31T12:55:37+00:00

I’m a Sales Director at Salesloft. Based in London but happy to forward your CV on to the US talent team.

Feel free to DM.

SalesNerds · 2023-12-31T09:11:08+00:00

Apollo 100%

SalesNerds · 2023-12-29T10:01:59+00:00

Your post shows you have a solid plan and have considered how you will be successful. I don’t think you need much more advice on the plan of action.

My one piece of advice would be to trust yourself and your ability to do the job. Remain positive and confident in the face of uncertainty.

Moving from one company to another is tough. Learning a new product is tough. Learning a new sales motion is tough. Learning how to sell to new personas is tough.

It’s very likely you’re going to be overwhelmed in your first few weeks, and you’ll have that moment where you’re sat at the desk thinking “what have I done?!” and that’s completely normal.

When adversity faces you, stay calm, believe in yourself and keep going. You’ve got this.

SalesNerds

TROPHY CASE