Joseph Krikorian, MBA, CCZT, CCSK, QTE

**PRO TIP** Not all BDRs/SDRs need to be right out of college While building successful BDR/SDR teams, I have found there are plenty of former full cycle sales people out there who no longer want to travel, or the pressures of high quotas, or work day/night and weekends answering emails, however they still want to work in sales. If you are passing over resumes because you may feel someone is "over qualified" perhaps you are missing out on great potential. Most BDR/SDRs will leave that role in 18-24 months (if you can keep them that long). If you build a team with people just starting their career and people who no longer want the stress associated with full cycle sales, your team will perform much better because your team will have mentors that can help managers train, and build talent faster. You won't have the consistent turnover if you hire just "new BDRs" Also when hiring, look outside your typical career paths. Some of my best hires have never been in sales before. A lawyer who had a career of asking questions and pulling information. People who deal with people all the time, customer service, waiters/waitresses etc. Stop looking for the perfect resume, and take the time to talk to people. Listen to their story. If they applied for the role, they probably know they are "over qualified" but looking for a change. If you are one of these people, comment below "looking for a change" maybe we can show some recruiters there is serious talent out there that they are overlooking! Good Luck!!

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1 Comment

I’ve helped 12+ AEs and SDRs transition into SE/SC roles. There’s no doubt that you can earn a lot as an AE. AEs can make $1,000,000+ in a good year - a very lucrative career path. But the reality is most AEs don’t get there. It takes an exceptional AE to earn consistently at high levels, year in and year out. (I personally would be a terrible AE 😅) A big reason why folks pivot to Sales Engineering is because the earning potential is solid and much more consistent. That’s what the data in the image shows: 36% avg quota attainment for AEs vs... 74% for SE from this same company, with similar OTE’s As an SE, you don’t always have the extreme upside* that your AE counterpart will, but your income is more stable. (*there are some companies that pay SEs similar to AEs, with SEs able to clear $1M+ in a great year, though this is more of the exception than the rule) As an SE, there’s also less pressure to hit quota, quarter after quarter. The roles are different, with different responsibilities and varying degrees of risk (and upside). Both paths can provide tremendous opportunities depending on your strengths and the type of work you enjoy. Hope this provides some perspective for those who are considering SE or AE career paths. #sales #presales #compensation (source: RepVue)

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$500k That's what EACH SDR could bring in revenue for in the first year, but you're missing out. Why? Because you're not setting up your teams for success in the onboarding process. What if you could ramp each SDR within 3 months rather than the average 6-7 months? Imagine, the pipeline increase you would see. Imagine the deals that will close this year. Want to learn more? Lets chat. 🇬🇧 living in 🇳🇱 | Get more content like this ➡️ Follow David Wilkins 🔥 hit the 🔔 for updates on new posts | Fix your outbound TODAY: Saleswise: Top of Funnel Consultancy

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Average Call Answer Rate: 2% and It takes 20-30 seconds of ringing before a call goes to voicemail. It takes 49 minutes hitting voicemails just to have 2 real conversations. Only 2. And those 2 conversations aren't even guaranteed to result in meetings. In fact, most of the time, they don’t. This is the reality for outbound sales reps in 2024. However, every single department in the company relies on sales to succeed. Finance, engineering, logistics, security, you name it. Be kind to a sales rep today.

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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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4 Comments

If you are starting to buy into the outbound is dead train as an sdr, here is something you can do to have a little bit more hope.... Quit. I am joking but if you do not like you job I guess it could be good advice if you do not need it. Here is the advice run a report look at all the rejections/push offs via email or phone. -group them abc, A being slow personlied, B semi-auto, c- auto - Combo them for your A leads have a pre-wrote email personalized, call, leave vm, send email, Linkedin, If you have good intel for the some B leads follow the same approach for A if not call, vm, email, Linkedin touch(same thing for C leads). Salesloft has a multi step touch that makes this way more efficient and I am sure outreach does too. For research on what to bring up for A and B leads, solutions like B2Brain 🧠 are super helpful There is gold in follow up and data proves that more than outbound is dying. If you are curious regarding approach or running a report you can send me a note.

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If you're looking for a sign to get into tech sales... This is it. 👀 Whether you're a rookie or a seasoned pro, this comprehensive guide features tips and tricks from Salesforce recruiters to help you land your dream job in sales. Check it out:

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PSA for all aspiring SDRs: If there's a job you really want, But you're not getting responses to your application, emails, or LinkedIn messages, Pick up the phone and call the hiring manager. It's much easier to ignore a written message than a call. It's also an incredible opportunity to stand out from all the other candidates. It's much more nerve-racking to call than to email, And it also takes extra work to find a good phone number. This guarantees that almost no one else will do it. Here is what you need to do: 1️⃣ Figure out what you're going to say You should already have this down since you sent a written message. Make sure you understand why you're a great fit for the role and figure out the best way to communicate that verbally. 2️⃣ Find the right phone number There are lots of ways to do this. You can use free tools like TruePeopleSearch and FastPeopleSearch. Or you can use free credits that they give new users of premium solutions (RocketReach, SignalHire, etc.). Get creative and unturn every rock you can find until you get a good number. 3️⃣ Pick up the phone and call This is the hardest part. The thing you need to remember: You have nothing to lose. There is no risk. Worst case, you still don't work for that company. Not a bad deal.

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NOW INTERVIEWING: IT Consulting Account Executive $80k base/ $120k OTE REMOTE - HIRING ASAP our established and growing #privateequity owned #franchise #msp client is looking for their second sales hire under their new #coo who has a deep #Itconsulting and #sales background you will report to the COO & Founder of this location #remote ideal candidate lives near #south #scottsdale -national territory -sell into ANY industry - #manufacturers #majordistributors #financial #construction #hvac #education #localgovernment #transportation #healthsystems being key industries for them -TOOLS: they use monday.com, auto test (ticketing) foot works (quoting) and are open to hearing your thoughts on what tool to use (idr recommends Apollo.io) - they meet Monday morning, and Thursday afternoons via zoom, ideal candidate can work #westcoast hours - founder and coo both live in #arizona - hires in 2 interviews - COO will ask - what is your experience selling technology, how do you do your prospecting - will ask for a short presentation so they can see "how you would present and close" hires in less than 90 min of interviewing (me, founder, coo) - deal size range from $5k MRR (company with NO IT company, that this company is essentially replacing with their INTERNAL consultants) $20k MRR for companies that have internal IT but are looking for augmentation, monitoring, have multiple locations etc. OR up to $60k MRR for example one of their #healthcare clients looking to go from perm equipment to cloud - the company has been attending some local networking events, to build connections with buyers, the coo is VERY open to someone who can attend events on their behalf, or build online relationships/ network online (coo has been working remote for most of his career but sees the value in some of this networking) - this is a FULL cycle position, where you may own/manage this relationship for life, or in some rare cases work with the coo (his established relationships) they have one AM now, who worked with the coo for years. and does account management, customer care and procurement - this coo has lists in Excel (will eventually get a crm) and you will have the ability to call and email - they do not do any sequencing but VERY open to someone who has the ability to bring value, land meeting and close via sequenced emails. They are open to hearing YOUR ideas on what KPIS work (IDR told them 25-50 new, 50-75 dials minimum + other KPIS but are open to letting you do whatever works) - sells a variety of services, via channel relationships like #internet #databackup and wanting to get into more #cybersecurity #solutions - we have a relationship w/ this new account, via our advisor, who has worked with the COO for over 10 years and says he is a "great guy" :) we agree based on our time with him - commissions are UNCAPPED and OTE is an estimate, since they are #profitmargin heavy and #averagedealsize is inconsistent this is an estimate call me beep me

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NOW INTERVIEWING: IT Consulting Account Executive $80k base/ $120k OTE REMOTE - HIRING ASAP our established and growing #privateequity owned #franchise #msp client is looking for their second sales hire under their new #coo who has a deep #Itconsulting and #sales background you will report to the COO and Founder #remote ideal candidate lives near #south #scottsdale -national territory -sell into ANY industry - #manufacturers #majordistributors #financial #construction #hvac #education #localgovernment #transportation #healthsystems being key industries for them -TOOLS: they use monday.com, auto test (ticketing) foot works (quoting) and are open to hearing your thoughts on what tool to use (idr recommends Apollo.io) - they meet Monday morning, and Thursday afternoons via zoom, ideal candidate can work #westcoast hours - founder and coo both live in #arizona - hires in 2 interviews - COO will ask - what is your experience selling technology, how do you do your prospecting - will ask for a short presentation so they can see "how you would present and close" hires in less than 90 min of interviewing (me, founder, coo) - deal size range from $5k MRR (company with NO IT company, that this company is essentially replacing with their INTERNAL consultants) $20k MRR for companies that have internal IT but are looking for augmentation, monitoring, have multiple locations etc. OR up to $60k MRR for example one of their #healthcare clients looking to go from perm equipment to cloud - the company has been attending some local networking events, to build connections with buyers, the coo is VERY open to someone who can attend events on their behalf, or build online relationships/ network online (coo has been working remote for most of his career but sees the value in some of this networking) - this is a FULL cycle position, where you may own/manage this relationship for life, or in some rare cases work with the coo (his established relationships) they have one AM now, who worked with the coo for years. and does account management, customer care and procurement - this coo has lists in Excel (will eventually get a crm) and you will have the ability to call and email - they do not do any sequencing but VERY open to someone who has the ability to bring value, land meeting and close via sequenced emails. They are open to hearing YOUR ideas on what KPIS work (IDR told them 25-50 new, 50-75 dials minimum + other KPIS but are open to letting you do whatever works) - sells a variety of services, via channel relationships like #internet #databackup and wanting to get into more #cybersecurity #solutions - we have a relationship with this new account, via our advisor, who has worked with the COO for over 10 years and says he is a "great guy" :) we agree based on our time with him - commissions are UNCAPPED and OTE is an estimate, since they are #profitmargin heavy and #averagedealsize is inconsistent this is an estimate call me beep me

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5 Comments

NOW INTERVIEWING: IT Consulting Account Executive $80k base/ $120k OTE REMOTE - HIRING ASAP our established and growing #privateequity owned #franchise #msp client is looking for their second sales hire under their new #coo who has a deep #Itconsulting and #sales background you will report to the COO and Founder #remote ideal candidate lives near #south #scottsdale -national territory -sell into ANY industry - #manufacturers #majordistributors #financial #construction #hvac #education #localgovernment #transportation #healthsystems being key industries for them -TOOLS: they use monday.com, auto test (ticketing) foot works (quoting) and are open to hearing your thoughts on what tool to use (idr recommends Apollo.io) - they meet Monday morning, and Thursday afternoons via zoom, ideal candidate can work #westcoast hours - founder and coo both live in #arizona - hires in 2 interviews - COO will ask - what is your experience selling technology, how do you do your prospecting - will ask for a short presentation so they can see "how you would present and close" hires in less than 90 min of interviewing (me, founder, coo) - deal size range from $5k MRR (company with NO IT company, that this company is essentially replacing with their INTERNAL consultants) $20k MRR for companies that have internal IT but are looking for augmentation, monitoring, have multiple locations etc. OR up to $60k MRR for example one of their #healthcare clients looking to go from perm equipment to cloud - the company has been attending some local networking events, to build connections with buyers, the coo is VERY open to someone who can attend events on their behalf, or build online relationships/ network online (coo has been working remote for most of his career but sees the value in some of this networking) - this is a FULL cycle position, where you may own/manage this relationship for life, or in some rare cases work with the coo (his established relationships) they have one AM now, who worked with the coo for years. and does account management, customer care and procurement - this coo has lists in Excel (will eventually get a crm) and you will have the ability to call and email - they do not do any sequencing but VERY open to someone who has the ability to bring value, land meeting and close via sequenced emails. They are open to hearing YOUR ideas on what KPIS work (IDR told them 25-50 new, 50-75 dials minimum + other KPIS but are open to letting you do whatever works) - sells a variety of services, via channel relationships like #internet #databackup and wanting to get into more #cybersecurity #solutions - we have a relationship with this new account, via our advisor, who has worked with the COO for over 10 years and says he is a "great guy" :) we agree based on our time with him - commissions are UNCAPPED and OTE is an estimate, since they are #profitmargin heavy and #averagedealsize is inconsistent this is an estimate call me beep me

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1 Comment

NOW INTERVIEWING: IT Consulting Account Executive $80k base/ $120k OTE REMOTE - HIRING ASAP our established and growing #privateequity owned #franchise #msp client is looking for their second sales hire under their new #coo who has a deep #Itconsulting and #sales background you will report to the COO and Founder #remote ideal candidate lives near #south #scottsdale -national territory -sell into ANY industry - #manufacturers #majordistributors #financial #construction #hvac #education #localgovernment #transportation #healthsystems being key industries for them -TOOLS: they use monday.com, auto test (ticketing) foot works (quoting) and are open to hearing your thoughts on what tool to use (idr recommends Apollo.io) - they meet Monday morning, and Thursday afternoons via zoom, ideal candidate can work #westcoast hours - founder and coo both live in #arizona - hires in 2 interviews - COO will ask - what is your experience selling technology, how do you do your prospecting - will ask for a short presentation so they can see "how you would present and close" hires in less than 90 min of interviewing (me, founder, coo) - deal size range from $5k MRR (company with NO IT company, that this company is essentially replacing with their INTERNAL consultants) $20k MRR for companies that have internal IT but are looking for augmentation, monitoring, have multiple locations etc. OR up to $60k MRR for example one of their #healthcare clients looking to go from perm equipment to cloud - the company has been attending some local networking events, to build connections with buyers, the coo is VERY open to someone who can attend events on their behalf, or build online relationships/ network online (coo has been working remote for most of his career but sees the value in some of this networking) - this is a FULL cycle position, where you may own/manage this relationship for life, or in some rare cases work with the coo (his established relationships) they have one AM now, who worked with the coo for years. and does account management, customer care and procurement - this coo has lists in Excel (will eventually get a crm) and you will have the ability to call and email - they do not do any sequencing but VERY open to someone who has the ability to bring value, land meeting and close via sequenced emails. They are open to hearing YOUR ideas on what KPIS work (IDR told them 25-50 new, 50-75 dials minimum + other KPIS but are open to letting you do whatever works) - sells a variety of services, via channel relationships like #internet #databackup and wanting to get into more #cybersecurity #solutions - we have a relationship with this new account, via our advisor, who has worked with the COO for over 10 years and says he is a "great guy" :) we agree based on our time with him - commissions are UNCAPPED and OTE is an estimate, since they are #profitmargin heavy and #averagedealsize is inconsistent this is an estimate call me beep me

1

NOW INTERVIEWING: IT Consulting Account Executive $80k base/ $120k OTE REMOTE - HIRING ASAP our established and growing #privateequity owned #franchise #msp client is looking for their second sales hire under their new #coo who has a deep #Itconsulting and #sales background you will report to the COO and Founder #remote ideal candidate lives near #south #scottsdale -national territory -sell into ANY industry - #manufacturers #majordistributors #financial #construction #hvac #education #localgovernment #transportation #healthsystems being key industries for them -TOOLS: they use monday.com, auto test (ticketing) foot works (quoting) and are open to hearing your thoughts on what tool to use (idr recommends Apollo.io) - they meet Monday morning, and Thursday afternoons via zoom, ideal candidate can work #westcoast hours - founder and coo both live in #arizona - hires in 2 interviews - COO will ask - what is your experience selling technology, how do you do your prospecting - will ask for a short presentation so they can see "how you would present and close" hires in less than 90 min of interviewing (me, founder, coo) - deal size range from $5k MRR (company with NO IT company, that this company is essentially replacing with their INTERNAL consultants) $20k MRR for companies that have internal IT but are looking for augmentation, monitoring, have multiple locations etc. OR up to $60k MRR for example one of their #healthcare clients looking to go from perm equipment to cloud - the company has been attending some local networking events, to build connections with buyers, the coo is VERY open to someone who can attend events on their behalf, or build online relationships/ network online (coo has been working remote for most of his career but sees the value in some of this networking) - this is a FULL cycle position, where you may own/manage this relationship for life, or in some rare cases work with the coo (his established relationships) they have one AM now, who worked with the coo for years. and does account management, customer care and procurement - this coo has lists in Excel (will eventually get a crm) and you will have the ability to call and email - they do not do any sequencing but VERY open to someone who has the ability to bring value, land meeting and close via sequenced emails. They are open to hearing YOUR ideas on what KPIS work (IDR told them 25-50 new, 50-75 dials minimum + other KPIS but are open to letting you do whatever works) - sells a variety of services, via channel relationships like #internet #databackup and wanting to get into more #cybersecurity #solutions - we have a relationship with this new account, via our advisor, who has worked with the COO for over 10 years and says he is a "great guy" :) we agree based on our time with him - commissions are UNCAPPED and OTE is an estimate, since they are #profitmargin heavy and #averagedealsize is inconsistent this is an estimate call me beep me

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1 Comment

NOW INTERVIEWING: IT Consulting Account Executive $80k base/ $120k OTE REMOTE - HIRING ASAP our established and growing #privateequity owned #franchise #msp client is looking for their second sales hire under their new #coo who has a deep #Itconsulting and #sales background you will report to the COO and Founder #remote ideal candidate lives near #south #scottsdale -national territory -sell into ANY industry - #manufacturers #majordistributors #financial #construction #hvac #education #localgovernment #transportation #healthsystems being key industries for them -TOOLS: they use monday.com, auto test (ticketing) foot works (quoting) and are open to hearing your thoughts on what tool to use (idr recommends Apollo.io) - they meet Monday morning, and Thursday afternoons via zoom, ideal candidate can work #westcoast hours - founder and coo both live in #arizona - hires in 2 interviews - COO will ask - what is your experience selling technology, how do you do your prospecting - will ask for a short presentation so they can see "how you would present and close" hires in less than 90 min of interviewing (me, founder, coo) - deal size range from $5k MRR (company with NO IT company, that this company is essentially replacing with their INTERNAL consultants) $20k MRR for companies that have internal IT but are looking for augmentation, monitoring, have multiple locations etc. OR up to $60k MRR for example one of their #healthcare clients looking to go from perm equipment to cloud - the company has been attending some local networking events, to build connections with buyers, the coo is VERY open to someone who can attend events on their behalf, or build online relationships/ network online (coo has been working remote for most of his career but sees the value in some of this networking) - this is a FULL cycle position, where you may own/manage this relationship for life, or in some rare cases work with the coo (his established relationships) they have one AM now, who worked with the coo for years. and does account management, customer care and procurement - this coo has lists in Excel (will eventually get a crm) and you will have the ability to call and email - they do not do any sequencing but VERY open to someone who has the ability to bring value, land meeting and close via sequenced emails. They are open to hearing YOUR ideas on what KPIS work (IDR told them 25-50 new, 50-75 dials minimum + other KPIS but are open to letting you do whatever works) - sells a variety of services, via channel relationships like #internet #databackup and wanting to get into more #cybersecurity #solutions - we have a relationship with this new account, via our advisor, who has worked with the COO for over 10 years and says he is a "great guy" :) we agree based on our time with him - commissions are UNCAPPED and OTE is an estimate, since they are #profitmargin heavy and #averagedealsize is inconsistent this is an estimate call me beep me

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1 Comment

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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57 Comments

SDR Managers, it's time we start compensating SDRs for meetings that aren't booked. Booking meetings is the goal. Outreach is the process. Too many SDR Managers are obsessed with the goal. If all you care about is the number of meetings booked, that's all your SDRs will care about. That's when unqualified meetings slip through the cracks. That's when SDRs who work hard and are improving their sales skills are discouraged because there aren't immediate results. If SDR managers want to foster SDRs that are process focused, you need to start rewarding SDRs for the process. Disqualifying a prospect is just as important as qualifying one. You save the sales org time and resources. That's worth money. Focus on process and the goals will follow. Not the other way around. Happy Tuesday, folks. P.S. When I implemented this structure for my team, the number of meetings booked dipped slightly but qualified meetings that eventually became closed won skyrocketed.

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95 Comments

SDR vs High Performing SDR 3 key differences that will get you promoted 👇 High Performing = Stays consistent & disciplined SDR = Process changes everyday High Performing = Extremely coachable SDR = Tries to do it all alone High Performing = Taking ownership of targets & weekly meetings with AE SDR = Let's AE run meetings & check in on target What are the other key differences that are important? #sales #sdr #bdr #ae

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Converting your AEs to start sourcing a majority of their own pipeline might not be such a good idea and here’s why: Typically this transition fails for three main reasons: 1) The pipe gen goal that’s assigned is completely made up and is based on the financial model and not relevant sales data 2) You don’t have the right resources in place including an airtight ICP, deep understanding of your persona, the right messaging or tech stack  3) Typically exec or senior level leaders are disconnected from the realities of how difficult cold outreach really is and don’t give the campaign enough time to be successful Here’s what you can do to give yourself a better chance at success: 1) Pick a few key data points to track (such as number of accounts worked, positive contacts, opportunities created, pipeline generated, closed won $$$s) and benchmark these over a period of time that makes sense for your sales cycle. Use this data set to understand what is or isn’t working and make adjustments from there. 2) Start with a small campaign to select accounts within your ICP using targeted messaging and an intriguing offer 3) Cold outreach is a team sport, get your execs and senior leaders involved by having them look through your target account list and see if there are any doors they can open from their network 4) Have some fun while doing it, celebrate the wins along the way! What do you think?

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3 Comments

SDR leaders.. I have some folks in my network looking for jobs and they could use your advice ( look👇 to see how your comment could help someone find a job). Becoming an SDR is extremely difficult. Especially if you don't know how to interview. After I got hired as an SDR, I asked my manager what he was looking for in the interview. He told me he judged potential SDRs on 3 things: - Accountability: he asked me about a time I failed, and how I dealt with it and learned from it. Did I blame others? Or take responsibility? - Work Ethic: he asked me about the hardest job I had ever worked. Vetted this out through chatting through resume as well. - Coachability: I had to leave a mock voicemail on the interview itself. He gave me feedback and asked me to implement. The quality of the VM mattered little... what mattered was that I listened to his feedback. Sales leaders, what do you look for in an interivew?

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30 Comments