Eddie Fisher

To all SDRs or anyone entering B2B sales, read this post to avoid falling into common traps. 1. The most successful AEs I have met were the best SDRs. 2. SDRs who didn’t excel in the role and are now AEs are still struggling to generate their own pipeline. 3. AEs who skipped the SDR role, often due to an MBA or strong interview skills, fear switching jobs and roles without inbound leads. They’ve never faced the grind of building a pipeline from scratch, filled with rejections. 4. AEs who have never been an SDR majorly rely on their SDRs or Inbound leads from marketing to help them build pipeline and if any Quarter they don't get inbound or enough meetings from SDRs they sh** in their pants. 5. When these AEs become managers, they often question their team—"Where are the numbers?" or "Why isn’t there a pipeline?"—instead of guiding them on building it. Lacking experience in pipeline generation, they fail to lead by example and eventually lose the respect of their team. Learn the art and science of being an SDR and excel at this job at any cost, you will never have to look back or depend on anyone for pipeline EVER. Prospecting and Generating Pipelines is fundamental to Sales whether you are an SDR, AE, Sr Manager, or VP if you don't know how to do OUTBOUND you will continuously live a sales life of fear and anxiety. So SDRs ask yourselves do you want to be such AE and Managers in the future who depend on others to determine their performance and faith or would you like to own your job? #sales #prospecting #outbound #pipeline #sdr #ae #b2b #saas

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SALES, SALES, SALES - Let's meet & work together for the rest of your sales career - Account Executive Opening$ 💘 Revenue Tool - SaaS Series B $125- $150k base $1m- $1.2m quota $7k- $500k deal size selling into #saas #sales #gtm teams actual inbound $$ growing their sales team from 5-12 SDR support (one on one for now) for #startup rep$ only 💘 Direct to Healthcare Tool - SaaS Series B $900k quota Some SDR support ideal candidate has worked with #insurance and has #saas background 💘 Manufacturing ERP Account Executive & Implementation Consulting org $95-$110k base. $200k++ OTE $200k+ deal size Must MUST MUST have sold #erp to manufacturing companies this is NOT a platform, or a RESELLER, this is a CONSULTING ORG that sources, refines fit and works with the customer throughout a very long up to 2 year implementation process - you will be the #csm #am NO COLD CALLING OR SALES EMAILS you will work DIRECT with JUST the founder open to seeing #sdrs who have sold #erp to manufacturers who want to get out of software, and into consulting - SDR Opening$$ 💘 Direct to Healthcare Tool - SaaS Series B 10+ qualified attended meeting a month selling into #hr mostly within #nonprofits and #homehealthcare $55-$65k base, up to $200+ per qualified, attended meeting do not contact me if you aren't going to take my coaching seriously :) cold call me 10x in a row text me send me a blind invite do what you got to do <3 #sales #salesrecruiter #gtmsales #founderledsales #saleshiring #salesjobs

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HIRING NOW: ENTERPRISE & COMMERCIAL AE - SaaS - Automation - $ALES & MARKETING account signals and insights SaaS tool 💸 Commercial Account Executive: $125k base 50/50 split - $1m quota 💸 Enterprise Account Executive: $150k base 50/50 split- $1.2m quota Actual inbound leads - $20k - $500k deal sizes - 6 months sales cycle You keep account in your book of business for upsells while CSMs are responsible for renewal #seriesbstartup, working under one of our longer term #vpofsales who JUST started - you must have experience - at an earlier stage org of less than 200 employees - selling a complex solution - ideal experience selling into #gtm #salesleaders or desire to Selling into other SaaS orgs! work with clients like GitLab Notion MongoDB and MORE - providing insights on how their #gtm can do more with less, and make more $$ In a world of tech, where everything is connected it is more possible than ever before to build connections between your current clients, and your ideal prospects This solution combines Sales, Marketing, Community and Operations and uses AI to enrich, score and analyze intent - $ignals are one of the most important aspects of monitoring what is working, and the best way to target, support and optimize every account. An ideal rep understands sales strategies including #productledgrowth and #productledsales MUST BE HUNGRY, LOVE BUILDING PROCESSES and have experience working in a startup get on my schedule! 206 747 9724 #accountexecutive #commercialaccountexecutive #enterpriseaccountexecutive #gtmsaas #gtmsales #salesjobs #salescareers #bestfootforward #softwaresales #saassales #salesdevelopment

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Most SDR managers waste their 1:1s by focusing on the wrong things: - Activity count - How many prospects were added to cadence - Quota attainment - Pushing for even more activity But real growth happens when you shift your focus to what actually drives performance: - Removing roadblocks - Coaching for improvement - Checking in on how they’re really doing - Understanding their personal goals - Celebrating wins, big or small 1:1s aren’t about the numbers—they’re about people. Focus only on metrics, and your reps will hate you for it and doesn’t build trust. To help your team succeed long-term, give them the tools, guidance, and support they need to really grow!

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#GTM #Sales opening$$$ - HIRING ASAP (in 3 zoom calls after meeting me) 💸 Commercial AE $125k base 50/50 split - $1m quota 💸 Enterprise AE $150k base 50/50 split- $1.2m quota Average Deals- $20k - $500k deal sizes - 6 months sales cycle You keep account in your book of business for upsells while CSMs do renewal - goal is to get them onboarded, and expand immediately #seriesbstartup, working under one of our longer term #vpofsales who JUST started - you must have experience - at an earlier stage org - selling a complex solution - ideal experience selling into #gtm #salesleaders or deep desire to - #salesledgrowth expert - you will have #sdr support (ideally 1/1) but do not depend on this for now $ignals are one of the most important aspects of monitoring what is working, and the best way to target, support and optimize every account. they use: Outreach Apollo.io Hubspot Clay This solution combines Sales, Marketing, Community and Operations and uses AI to enrich, score and analyze intent :) get on my schedule #accountexecutive #enterpriseaccountexecutive #commercialaccountexecutive #gtmsales #gtmaccountexecutive

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SDRs don't work for AEs.... In fact, AEs should work for SDRs. If you're in a position to have an SDR helping you crack meetings you need to point them in the right direction with the right messaging and use cases. SDRs aren't your assistants. They're the tip of the spear. Cole Praver 🙌 #sales

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Outbound Sequences can do more harm than good for SDRs. (I think when used appropriately, they can be a massive help, but most teams use & abuse them -- completely missing the point of them & wonder why they can't land in the primary inbox & get no responses) I think the days of the traditional 27 day sequence are over. We need change. Most tasks get long overdue anyway and end up not being completed. Here's the issue with them: Often, SDRs are reactive to their sequences/cadences... When in reality, you should be pro-active. Let me explain: Imagine you send your first initial email and it gets opened 5+ times. Or you send a LI connect request and they accept it + look at your profile. Most SDRs will move onto their next task and ignore the intent signal. Instead, use prospect engagement as a way to be more pro-active. IE: do not wait 3 days from the day you sent your first email if there's a ton of engagement. Try calling them same day, bumping your email the next day and throwing a connect request on LI. You should try and switch your messaging up based on prospect engagement, too. IE: your cold call opener should be different for someone who has accepted your LI request + looked at your profile / opened your email a bunch vs someone who hasn't engaged at all. Be the quarterback of your sequences.. Don't let them control you! Second issue: most sequences end up piling up overdue tasks.. This is because sequences have way too many steps. If you liked this, I share 1 free outbound prospecting tip that 4200+ SDRs and AEs read every week. https://lnkd.in/e2cJkJqr

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SDRs & BDRs sometimes have to play in Shitty Conditions 💩 🐌You’ll have slow lead days 🐌 🫠 questionable lists 🫠 🤞 or processes that feels like it was put together with duct tape and vibes🤞 So, how do you stand out? You figure it out. The top SDRs aren’t the ones who sit around waiting for perfect leads or a manager to hand them a magic playbook. They’re the ones who roll up their sleeves and get creative. 🔥 Leads not flowing in? That’s your cue to experiment. Try hitting up a new channel, tweaking your messaging, or diving into old leads to see who’s ready now. In the Subtle Art of Not Giving a Fuck - He calls this the "Do Something Principle" - just do something, if that doesn't work do something else. It will lead to something. And will always be more effective than doing nothing ⏰ Squeeze more from your day. Start 30 mins early or stay 30 mins late. Take your lunch off hour so you can try catch these people when you know there not in meetings. Follow up on leads the second they come in 📨. Send a creative email on the weekend while vegetating on the couch (yes, some people actually respond! 📆). The small stuff stacks up fast. 🥷 Steal!!! Picasso said "Good Artists Copy, Great Artists Steal". Look around your team, find the person who's killing it and watch them. Join calls, listen to the questions they ask, listen to how they open conversations, watch their body language. Then do that! Keep what feels good and works, drop the rest. The truth is, everyone’s going to deal with the same bad lead days, slow periods, or process headaches. What separates the top performers is how they respond. You can either sit there and complain 🥱—or you can get scrappy 💪, have some fun experimenting 🎨, and find ways to pull ahead 🏆. The SDRs who figure it out don’t just hit quota—they learn how to be indispensable. Managers notice. 👀 Teams notice. ✅ Future employers will notice 💼 On the flip side. - they all notice the reps who need all their problems solved for them as well 😳 #sdr #bdr #simpsonsfriday #DoSomethingPrinciple

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Most sales leaders focus on their top performers. But your best reps will crush quota whether you help them or not. Here's the uncomfortable truth about scaling revenue... Your top 10% will succeed despite you. They'll figure out how to sell your product and close deals even if you give them zero support, no collateral, and an undefined ICP. But you can't build a scalable revenue engine on top 10% talent alone. It's just math. Even with a rigorous interview process and strong recruiting brand, our 12-month retention rate at Levelset was around 55%. And that was GOOD. The key to scaling isn't finding more unicorns. It's raising the floor for everyone else. That means writing down exactly what success looks like. Not just hoping good people will "figure it out." I learned this the hard way. For the first 4 years (or so), we closed deals almost in spite of ourselves. No real sales playbook. No defined process. Just talented people working hard. When we finally documented our exact process - from first touch to close - our ramp time plummeted and consistency shot up. The uncomfortable truth? Most founders spend way more time recruiting than preparing to train and support their hires. Your playbook doesn't need to be fancy. Start with one document: "How to Run a Demo." Make it painfully detailed. Your top reps will hate it. Your new reps will love you for it.

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Average Contract Value by segment: Strat - $278K ENT - $180K MM - $57K Direct correlation with your expected payouts? Yes. Average OTE by segment: Strat AE - $280K See more: https://lnkd.in/gEqj9YQz ENT AE - $255K See more: https://lnkd.in/gb7GeWzW MM AE - $165k See more: https://lnkd.in/gDkDDg5w The larger the deals you're selling, the more earning potential. The more earnings potential, the higher the expectations. All open SaaS roles here: https://lnkd.in/ggz4efaD Any of these surprise you? 🦙

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SDRs - you're going to struggle with this. Not getting instant results, and trusting in the process. You're going to struggle because some of yours new hire peers will have instant success. You're going to struggle, because quota's will always feel like "a lot" You're going to struggle with this because there are infinite talking heads talking about how their form, template, or question instantly booked 30 zillion and half meetings. Trust in the process. Be consistent in keeping the right schedule and doing the right activities, in the correct structure. You will see the results you are looking for. It may all come at once, in a big ol wave. Be ready, be excited, and let it ride! Lastly, be honest with yourself in you aren't following the process. Only you can truly hold yourself accountable. Surfs up SDRs, Waves look pretty good today :)

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Have you ever tried leaning back on your cold calls? 📞 No, I'm not talking about physically leaning back (you might fall out of your chair) I mean using a more casual and humorful tone with your prospects. Almost every new SDR/BDR thinks they need to be 1000% serious when talking to exec-level prospects and I'm here to say that's just not the case. In fact, I began seeing more success when I first started cold calling the moment I let my funny bone flex a little. Taking cold calling too seriously is just going to burn you out and bore your prospects. You got to have a little fun with it. Not to mention, your prospects are humans just like you! Sure they may have a big fancy title and wear a suit on their LinkedIn pic but I guarantee you they are human beings (most of them anyway). If you're going to be cold calling today and still don't believe me this is a real quote from a VP of Sales I spoke to last week. ⬇ Me: So what do you have planned for the 4th, any illegal firework action or taking it easy? Prospect: "Nothing too illegal just going to rip a slip n' slide with a pack of Coors light and hope to god my wife doesn't see..." 🤷‍♂️ Your prospects are humans Don't be too serious Happy Dialing ☎ #coldcalling

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SDR Dashboards - what do you want to see? Gimme your top 3 stats/charts/reports you like to see on YOUR dashboard for pipeline gen. There's the obvious activity levels and SQL/SAL volumes but what else do you like to see.....

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SDRs- your impact deserves recognition ($100k+ a year kind of recognition). You are the driving force of your sales org. Your contributions should be matched by growth and rewards. Top-performing SDRs earn over $100k/yr and if your current role isn’t reflecting your value, there are companies out there that will. Here are a list of companies hiring right NOW: https://lnkd.in/ePzJnBf8 Know your worth and keep the big picture in mind. It's easy to get caught up in the day-to-day, but remember- your earning potential is significant.

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Multi-threading... A skill that's fast becoming the most critical in a sales reps arsenal. Why? 🤔 The market is tough at the moment. 🤔 Buyers are more budget conscious. 🤔 CFOs are asking teams to reduce spend and cut back on investment. 🤔 Prospects that once had buying power and sign off capability now have to get approval from C-Suite. It sounds like an uphill battle 🏃‍♂️‍➡️⛰️ but the truth is, multi-threading is not as daunting as you might think. ⭐️ Here's some tips that have worked well for me in the last 6 months ⭐️ 🗺 Map out your accounts. Org charts are critical for multi-threading. You need to understand who your prospects are, who they report to, and who holds decision making power. Tip - LinkedIn SalesNav let's you build drag and drop org charts! 🗣️ Check with your your champion. Confirm your org chart is correct. Ask them what the process is for bringing on a new vendor. If they don't know, 🆘 they are not a true champion. 📧 Share content early. Begin introducing yourself to key stakeholders quickly. Tip - Connect on LinkedIn with a short and sweet connection request, something like "Wanted to put a face to a name following some great conversations I've been having with (champion name) re (challenge). I'll send over some content via email shortly. I look forward to hearing your thoughts." 🎺 Make sure your content is personalised, engaging, and stands out. TOP TIP - Using a tool like trumpet 🎺 (digital sales room) is a sure fire way to encourage stakeholder engagement. Upload clear and concise value props, how you can solve their businesses challenges, client case studies and more. Ask these contacts to bookmark the page as you will regular update it with content as the deal progresses. And, track their engagement, so you can meet them in the moment. So far, my prospects have been LOVING it! 📞 Pick up the phone. Once you've connected on LinkedIn and sent content, call prospects to ensure that they have seen it. Ask what questions they have and tell them about next steps. By doing the above, when it comes to negotiation these stakeholders will be informed and aware of the entire process to date, and you and your product will be top of mind 🧠 Tenured AE's in my network (I know there are a lot of you), what do you do to successfully multi-thread? P.S. You can guess what I'll be doing in the office today :😉 #multithreading #sales #digitalsalesrooms #dsr #aestrategies

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Many SDR managers fall into the trap of making 1:1s all about the numbers: - Chasing activity targets - Tracking how many leads were added to sequences - Focusing on quota progress - Pushing solely for more activity But the real impact of a 1:1 comes from shifting the focus to what genuinely drives success: - Clearing roadblocks - Coaching for skill development - Genuinely checking in on their wellbeing - Understanding their personal ambitions - Recognising achievements—big or small 1:1s should be about people, not just numbers. Fixate solely on metrics, and you risk losing trust and connection with your reps.

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Sales Leader: “Here’s your laptop, your quota, your territory. Excited to have you onboard” Sales Leader 7 months later: “You’re fired” ✌️ Not all ramp times should be created equal A sales rep starting in Minnesota should not have the same expectation as the rep starting in NY. The rep starting in an emerging territory with 5 existing customers should not have the same expectations as a new rep starting in a developed territory with 50 existing customers. And yet this is pretty common at tech startups. The developed territory rep has 45 more chances to cross/upsell right from the jump. Unfortunately at most companies, a new rep starting is compared to every other new rep. “How’s Jonny doing?” Typical question you’ll get about someone who started a few months ago. A tycial response is “They’re doing ok from what I can see. Still early. We’ll have a better idea around the 6 month mark.” That leader then starts to look at Johnny from Minnesota a little closer. Then starts to compare Johnny to Stacy who started her role in NY around the same time. Then compares Johnny to Chris in San Fran who started 4 months ago. Seems like Johnny isn’t doing as well as the others who started the same time as Johnny. The tune quickly changes to “I’m not sure if Johnny is going to make it here” A little while later - Next thing you know - bye bye Johnny. Unfortunately, Johnny could have been doing great for his territory and was about to start contributing meaningful revenue. You could be letting go TOP talent because of unrealistic or ambiguous expectations. They may not be selling as much as your main market reps but could be well ahead of schedule for that specific territory. So how do you create ramped quotas across your team that gives you a better idea of how well new reps are really ramping up? Here are a 3 things to consider: 1. Define Emerging and Developed territories based on data. It can be under X existing customers, average tenure in their territory, average deals per Q, etc 2. Now look at historical data to determine the average amount sold within the first 90 days in an Emerging Territory. Do the same for Developed Territories. Do the same for the second 90 days. 3. Repeat step 2 for pipeline, F2F meetings, etc Now you have a more realistic benchmark of where Johhny should be after 90 and 180 days. If Johnny is behind the 90 day plan - that’s the time to get him some more help. Much better than waiting 180 days to realize Johnny is far behind and probably wont work out. Help ensure Johnny works out. He’s a good dude that just happens to live in Minnesota. I’m sure Minnesota is great. It’s just not New York. So don’t expect it to be. #TOP #sales #territories

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If you want to get promoted to AE, You need to have AE skills. And, unfortunately, most SDRs don't have them. Why? Because the SDR role and the AE role are very very different. If you just focus on developing your skills as an SDR and expect to get promoted to AE, You're kidding yourself. You'll get better as an SDR (which is table stakes for promotion), But you won't show you're ready for the next step. So how do you develop AE skills? By doing AE work. This means running calls. And it doesn't have to be customer calls right off the bat. Here's a strategy that worked for me: Schedule a mock call with a different person internally every week. There are 3 big advantages of this: 1️⃣ You get experience running calls and then get quick feedback on where you can improve 2️⃣ You get to work with different personalities and get different perspectives on how to best run a call 3️⃣ Word will get around internally that you're working on your AE skills, which will improve your internal personal brand This is how you take control of your own development. There are a lot of competition for these spots, So you need to make your promotion a no-brainer. There's no better way to do that than to do the job before you actually get it. #sdr #bdr #ae #sales #growth

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SDR Expectation vs Reality: It’s not as linear as you think… SDRs have an unrealistic view of what the path to AE looks like. There are more bumps along the road than you think. Here’s how I would minimize those low points: - Find a mentor. - Adopt a growth mindset. - Set clear goals and milestones. - Implement the coaching you receive. - Start learning the AE skillset beforehand. - Develop a structured development program. - Celebrate small wins: Daily / Weekly / Monthly. - Focus on building the skillset, the role will follow. At the end of the day. Focus on the controllable. The Journey will have ups and downs. Your skillset will carry you through. ➡️ What other advice would you give to SDRs? Subscribe to my newsletter - Sales Synergy - 👉 Link in bio.

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