RepVue Sales Floor
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I come from a MSP background dealing with high touch clients. I have shot up the ranks on the technical side and am currently managing a region but have had the desire to move more towards AE SaaS roles. While I don't have any formal sales experience, I do have experience managing, directing and recommending services to clients. What would be the best way for me to break into this role?
With the way things seem to be going for a lot of people, I wanted to put something positive out there. Been trying to break into sales for the better part of half a year. Finally landed an SDR role and just wrapped my first week. On my first day of real dials, most people didn’t pick up. But one person did. And I got the meeting! It’s a small win, but the way I see folks talking, I’ll take it.
Congrats on landing a role and having a successful first day of calls! Appreciate you posting a win!!
For MM and Enterprise AEs - any advice for mentally rebounding after losing a deal you were incredibly confident in?
Some additional background - our sales cycles are long so a lot of time, energy, and effort goes into these deals. I always reflect on lost deals + ask for feedback to apply to the next cycle, but it's defeating when pipeline is low and you lose a critical deal.
In final round interviews for a few enterprise AE roles at Series A/B startups. Any tips on acing my mock demo/discovery calls with the leadership team?
Don’t forget the basics: - introduce yourself and set an agenda for the call - ask at least two probing question for every discovery question and try to quantify pain ie get a metric (lost x amount of money doing y resulting in z problem in business) - ask about who else in the business needs to weigh into decision and who signs a contract. Suggest they attend next call. - always set up a next step on the call itself before it ends - understand urgency of problem (when do they want it solved by) and whether there’s budget allocated
What is the best way to land an SDR/BDR role currently? I have some experience as an SDR (Internships), where I was a top performer and overall did well on the team, and I am looking to transition into a full-time role. However, applying for jobs (spray and pray method) is not working for me.
Spray and pray won't work, especially not right now. Treat it like you're prospecting. What worked well for you when you were a top performing intern? Do that, but instead of booking meetings, you'll be booking interviews.
Quick question for those using Salesloft, Outreach, or similar tools: When it comes to pure cold outbound, as in prospects who’ve never heard of you what open and reply rates are you realistically seeing? I’m trying to set the right expectations for my SDR team, but the benchmark numbers I’ve seen from the vendors (like 30–40% open and 4–8% reply rates) feel inflated , likely based on warm or mixed lists. If we’re seeing a 12% open rate and less than 1% reply rate and that’s truly underperforming, then we have work to do. But if 10% is a realistic average for true cold open rate , then maybe we’re in a good spot. Would appreciate hearing what you are seeing, open rates, reply rates, and any context on list quality. Thanks in advance.
Tons of variables here. Are the open/reply rate benchmarks from the sales automation platforms or the companies selling the lists? What kind of numbers do you need to hit your sales targets? How much testing have you done of subject lines and messaging? On the technical side, is all your authentication (DMARC, DKIM, SPF) set up to make sure your emails aren't going to spam folders?
Award winning Software Sales Manager (IC) struggling to get interviews, is it me or the market? I was over 120% to quota this past year, have won sales manager of the year, and have been the #1 or #2 every year in my current role. I've worked in somewhat niche industries (medical/healthcare and gov tech), but still don't understand why I'm not getting more interviews based on my resume. I've applied to probably 40-50 jobs the past few months and have only gotten 3 interviews.
Market - it's very tough. You have to know someone to land interviews a lot of the time.
How many interviews is too many? 3? 5? 10? Seems like every time I'm looking for a new gig, the interview process is longer than it was before. Where do you draw the line?
Lol, I just had 7....
Is Ageism a thing? Any seasoned sales guys get the feeling you are being passed up because of your age?
Unfortunately I think it's definitely a thing. I've seen it a lot in the last few years (as I've considered myself more "seasoned" than a lot of my peers. I'm in SaaS and there's no question that a lot of companies are very biased towards hiring people in their 20's/30's for SDR roles. For AEs it's a little bit better but unless you have a solid enterprise track record it can be tough to be successful as an outside hire if you're over 40. Sucks but that's what it seems like. I would guess that it's different in some different industries maybe?
Prospect is here. AE is not. I have the deck and can do the pitch. Do I just pretend this was the plan all along, or do I reschedule?
Do the pitch if you’re comfortable doing it. No need to pretend it was the plan. Things happen and a quick honest comment acknowledging that something unexpected may have come up for the AE is fine. You also don’t want to waste the prospects time or squander the opportunity. An abbreviated pitch to whet their appetite, along with some good line of questioning to understand current state + pain points, then tee up a follow up meeting to go deeper with the AE would likely be the best path.
Coming from the manufacturing industry and looking to switch into saas. I have 4 years of sales experience in a full cycle closing roll. Will I still have to start as an SDR?
Not necessarily however ensure you clearly speak to about your prior closing experience. What was your ADS? What was your annual target? Your Target attainment? Stakeholders you engaged with and how you multi threaded them. Average deal cycle length. Key achievements and external training i.e. Have you invested in any training resources outside of 9-5? It may be worth going into a company such a HubSpot as you will have enough experience to go in as an AE and then after 1/1/5 years you can pivot that into a smaller company as an AE and pay will increase dramatically. Question is tho have you done outbound prospecting before? As you will need to and a vital skill to know. If not SDR is probs the route.
Does anyone have experience with Kyndryl consulting? The role I'm looking at is for a Director Consult Partner.
Any recommendations of companies to work for in France ? currently Sales Director and looking for new opportunities
Revolut, Alan, Spendesk and more on welcometothejungle. We don't have many software editors except the famous (Google, Hubspot, SAP, etc.)
Hi guys. I’m researching AI companies (real thing, not smoke or bullshit) and I see Harvey as a top choice. Their application of AI seems really down to earth and gaining traction. Any thoughts or advice? Thanks!
Not sure if anyone here has experience using it in a legal context... from their RepVue profile it looks like they have decent Product-Market Fit, but the sales reps don't seem particularly happy... https://www.repvue.com/companies/harvey-ai
Anybody else in between jobs and having trouble landing a gig? I was laid off due to a restructuring a few weeks ago with 4 years of documented success. I'm not getting nearly as many bites as I thought I would... is it just me?
I'm definitely seeing a lot of companies pausing of slowing down hiring due to general economic uncertainty at the moment. Tough time to be job searching for sure, unfortunately. Hopefully things turn around soon!
What took you from being decent to being good to being great at sales? I'm always hovering right around my targets, sometimes a little over sometimes a little under, but feel like there's something else I need to be doing if I'm ever going to blow my number out of the water. Was there something that made a big difference for any of you?
What took me from decent to great? Ownership. Everything changed when I stopped thinking like a rep and started thinking like the CEO of my own book of business. I stopped waiting for marketing to deliver leads or enablement to give me content. I built my outbound motion, created value-first messaging, and treated every meeting like a boardroom pitch, not a demo. In my early days, I learned how to cold-call and sell capital equipment door to door—real “eat what you kill” stuff. Later, I sold application security (SAST, SCA, DAST, you name it) into some of the toughest Fortune 500 accounts in the country. Deals with Equifax, Brown & Brown, and others didn’t happen accidentally. They came from relentless follow-up, deep discovery, and knowing how to challenge the status quo without being a jerk. The most significant leap came when I stopped chasing quota and started solving problems. That mindset and W2-validated top performance got me named Fortify Seller of the Year. So, if you're hovering near your target, ask yourself this: Are you an order taker or a deal maker? There’s a huge difference.
Hey cyber sales people - I'm at a larger vendor right now and looking at smaller vendors for a move into something a bit more challenging and (hopefully) more lucrative. I'm looking at Corporate/Mid-Market gigs right now and have been looking at Chainguard, Vanta, Drata, Tines, etc. Anyone have companies that fit that same profile that they'd recommend?
Abnormal Security is probably worth checking out.
Prospect originally wanted a 14-day trial. No problem. But then they “just needed one more week” to test a few extra things. Fine. Then they needed “a little more time to get buy-in internally.” Annoying, but okay. Now we’re three extensions deep, and I’m pretty sure they’ve just been using our product for free while dragging this out as long as possible. What’s the move here? Do I keep playing along, or is it time for the “Put up or shut up” conversation?
I'd respond with - "I wanted to quickly level set where we are. When we originally kicked off the trial, we scoped it for 14 days, which we’ve now extended multiple times to support your testing and internal discussions. That flexibility came with the intent of being a true partner, not just a vendor. That said, this level of engagement — especially with the support we've provided and the specific needs around [X, Y, and Z] — goes well beyond the scope of a standard free trial. At this point, it’s only fair to convert this into a formal try-and-buy agreement. That ensures continued access, accountability on both sides, and sets us up for a clean transition to production. If moving forward is still the plan, let’s get a short-term agreement in place this week. Otherwise, we’ll need to sunset the environment so we can refocus our resources. Let me know which direction you want to take — we’re ready when you are."
Hey AE’s (mid-market, enterprise, strategic), what kind of inbound lead flow are you seeing from the BEST performers on you SDR/BDR teams? What tools are they using and what’s their approximate mix of email, calling, incoming lead follow-ups, event follow-ups, etc? Are they getting much response from email cadences? I ask because I’m seeing even the best, hardest working SDR/BDRs struggle because all these outreach automation tools result in receiving dozens of emails per day, so even the most carefully researched, custom outreach messaging is either blocked before it arrives or deleted. It’s tough out there and I think we’re seeing an evolution in which what was working even a few years ago is dead as disco. The best response we are seeing is from really good website content tied into a broader SEO and social media strategy. These are leads that are doing their own research on problems they are trying to solve…thus making them far better leads. Is this the only thing working now?
Hey this is a great question and appreciate the insights. Frankly speaking we're seeing what we thought would play out, play out. The new AI tools tough the advantage being deep research and enrichment, which is great, but now pretty much everyone is doing that so all the emails look the same (again). Some things I think will matter more and more: 1. Founder brand through social and connecting with their market community (this is frankly what I try to do on LinkedIn for sales professionals and it drives a lot of awareness in our brand) 2. SEO yes, but think GEO (gen-AI engine optimization). The game is changing. Low quality content that used to work like Hubspots blog 'best sales books' or something is not gonna cut it. Need to be really specific to the product and not fluff. Also user generated content is doing really well. 3. Then you can pair some of these strategies with some traditional outreach like email and cold calling (well I just have to say at this point you just can't abandon it). 4. I also love just general social engagement with prospects from sellers (founder brand provides air cover). It's HARD out there right now, and don't expect it to get easy any time soon.
Anyone else feel like their CRM is unproductive, has no value, and is just a way for leadership to micromanage you? Ours is over engineered and too slow.
are they dogging you about updates? there was an article i saw last week about "malicious compliance" — which gave a name to something i've been doing for years. go above and beyond and document every little thing. see how long it takes for them to tell you to ease up. really only works if they get an email/alert for every update.
Hey everyone, I’ve been working in SaaS as an AE, doing discovery + demos for nonprofit orgs. I’m aiming to pivot into Sales Engineering because I love the consultative and technical side of selling. Would love any tips on making the jump. Is there a particular certification you'd start with? Community is everything - thanks!
Hi! From my Experience, you need deep technical knowledge about the industry that you will work in. I for myself am a technical Consultant for Cyber Security at a big distributor, and I got offered a Sales Engineering role several times. You need deep technical expertise not only in the Product you are selling (obviously) but also the broader spectrum. For example, you get offered a SE role at ZScaler. You not only need to know how ZScaler works technically, but also how Networking and Cyber Security works in general. You will encounter several different Networks and Products of all kind of sorts, which is why you need to know what you are saying and understand the Customers needs technically. As you probably know, the SE role isnt an entry level role, which has its reasons. I would guess mostly people with 3-5+ years of IT Experience can venture into an SE role. Have you talked about your wanted change with your current Org? I can give you some examples of good Certs, but we need to know your industry first (Cyber Security, Networking, HR Software etc.).
Anyone else have a CRO that has zero clue how to actually sell into cold accounts? I am constantly getting my hand "slapped" bc I am reaching out to cold accounts (90+% of my territory). I get told "that's marketing's job". Great, would love to have my calendar filled with qualified leads to run discovery on....however, our marketing team has generated EXACTLY 17 inbound leads this year...SEVENTEEN. In a universe > 10k accounts. 0 of those 17 have been in my territory. Yes, I am going to take matters into my own hands at that point. Within same framework, I've been told I can't "cold pitch" in my emails. Totally respect that. "How are you balancing 'x' with 'y'? Open to a conversation?" Perhaps I'm wrong, but that's not a pitch - it's a question, followed by another question. IMO, a pitch = discussing a specific solution you offer and adding social proof or some other form of influence and why you're the best. Rant over...but curious if anyone else has similar issues?
for me, you could've stopped at "a CRO that has zero clue." your question isn't a pitch. if you can't say anything like that, all you could say is "hi, how are you?" and be rightfully ignored.
What kind of fallout is everyone seeing from the tariffs? Leadership says our prices will be going up 20% since we manufacture outside the US. (Med device industry) Y'all seeing something similar?
Still a lot of wait and see for us.
The idiots in marketing are forcing cold outreach templates on us. I know they won’t work and I don't know why they're involved. WHat should I do?
Can you A/B test? Send the marketing version to half and your version to half (random prospects, don't cherry-pick) and see what happens. If youre right, show it to your sales lead.
I am currently an AE for 2 years an seeking to move into a Sales Leadership position. Would someone recommend taking a BDR Leadership role to gain experience and improve chances of moving into a Sales Leadership position later on? Or is transitioning from BDR Leadership to Sales Leadership actually even harder?
Maybe it's just me, but seems like a very short amount of time to be an AE before hoping to move into leadership. If you're making plans for your career, that's awesome. Not enough people do that. See if a sales leader you like at your current org will mentor you. Otherwise, I'd say stay an AE and keep crushing your quota for a few more years.
Advice to transition from banking to sales? I’m 15 years into a banking career and have been more interested in direct sales roles as of late with more upside. I’m a relationship manager which means I cover existing accounts and prospect for new accounts ranging from mid market companies to enterprise level companies. I definitely have sales experience but I feel like it is difficult to translate to one of these more direct sales opportunities where the product/services is much different than what I have been selling (loans/deposit products and services). Any advice for transitioning would be much appreciated. Given some of the posts about comp, I feel like it’s worth my while to make the change. Current situation is base plus bonus for a total of ~250k.
Are you looking to do sales in banking / fin services? Or a totally different industry (like software or med device)?
Fellow SDRs — what does your typical day look like? Interested to know how much time you spend calling, emailing, and prospecting, and whether or not you're hitting quota.
Rough numbers: 1-2 hours / day prospecting 4 hours / day calling 2 hours/day emailing I was at 90% to goal (we're comped on meetings) but I was first on my team. Goals were adjusted down slightly this q so I think I'm on pace to beat target.
Felt like sharing some advice. If you're cold calling, the number one objection you're going to hear is "I'm busy." Here's how to deal with it. Instead of asking when's a good time to call back or saying you'll send an email, say this: "I know I caught you cold—can I level with you for a sec to see if it’s even worth a follow-up?" It'll work most of the time, just make sure you're ready to go with your elevator pitch.
I have a very similar talk track and would say 95% of the time the prospect agrees to hearing my "pitch". Traditional cold call training would say it's not good to give them an "out" but it's way more human/casual and always works for me.
Hello. I have an interview with a Channel Director coming up. I follow RepVue and Ryan's excellent posts on good questions for interviews, however I was looking to see if anyone could suggest questions more pointed towards a Channel Director. Note; They are not the hiring manager. Thanks legends!
Sorry - what's a Channel Director?
Hey All! Due to some market and personal constraints I am looking for a full-time opportunity outside of RocketPartner (the company I have been building for the past 5 years). I thought there might be a fit with my background and all the great sales jobs listed on RepVue. Is there anyway to make my Resume standout other than just blindly applying to jobs that look like a good fit. As you all know its a tough market out there currently. I have tried utilizing my network as much as possible and am still finding a tough time getting my foot in the door at most places. Thanks, -Emmett
Hey Emmett - Jordan from RepVue here... This is tough for sure - but we're actively working to help RepVue users get engagement from recruiters on jobs that they're a great fit for. Have you filled out your candidate profile here: https://www.repvue.com/user/candidate-profile Once you fill that out, we'll notify you of roles that you'd be a good fit for based on things like sales experience, buyer persona, etc.
Curious how others decided it was time to start applying. Was it a numbers thing, a gut feeling, or something else? Lately I’ve been feeling pretty disconnected from my team. Leadership’s not toxic or anything, but there’s zero direction, no coaching, and honestly it feels like they’re just winging it. Plus, our product is starting to fall behind the competition. I’ve lost a few deals recently because buyers straight-up told me we’re missing key features. I’m still hitting quota and our comp plan has always been decent, but it’s taking way more effort than it used to, and I’m not sure I want to grind this hard for a company that isn’t keeping up.
I think ultimately it’s a gut feeling but that gut feeling is based on an accumulation of data points. I’m just dipping my toe into the job market because my company has similar challenges. Our product was market leading a few years ago but we’ve been passed by our competition. Executive leadership is too busy drinking their own koolaid and don’t feel like any new strategy should be employed as they think we are still the best.
Curious what folks think—do post-call drip campaigns actually work, or are they just noise? Had a good convo with a prospect the other day, and now I’m debating whether to drop them into a cadence with stuff like case studies, testimonials, maybe some behind-the-scenes content. Part of me feels like it keeps me top of mind. The other part of me remembers how much I hate getting stuck in automated email hell after a call.
Depends on your prospect and how good the cadence is. It's not about what you like or don't like, it's about what the prospect wants. And if what you send them sucks, being top of mind isn't much use.
Day 3 at my new job. There’s no CRM hygiene, no call recordings, no real comp plan in writing. I asked where to find documentation on our ICP and my manager just shrugged. Am I doomed or is this just startup life?
You’re not doomed but ask yourself: do you wanna build the plane and fly it? That's what early stage startup life is like a lot of times.
Impact of SAP SolEx on Comp Plan There is talk that the company I work for is going to become a SAP SolEx partner. This will give SAP the ability to resell our solution on their paper. Once this change happens, our comp plans will also change and/or we’ll be sharing revenue with SAP which will reduce the total deal size. I’m curious if anyone has been through this change before at a previous company and feedback on how it impacted you.
Hard to say since it will depend on the negotiations your partner ecosystem team had with SAP. We had it where if our product was sold on their paper we got 50% in the past. It created weird tension with the clients and prospects as they could see both reps were fighting on getting the deal done on their respective papers. Now we have it so both reps get 100% either way which obviously increases the likelihood of collaboration but it’s brand new so we’ll see.
Last-minute objections are killing my deals. Any tips? Seems like someone I’ve never talked to is always swooping in at the last second with some misunderstanding or something irrelevant.
I hate to even say this but multi threading and executive alignment are key to being able to overcome that situation.
I currently have 10 years of experience as a Software Engineer (~5 of those at a FAANG Company) and I am interested in transitioning to a Pre Sales Engineering role. Does anyone have tips for making this career transition? Or company recommendations that typically hire sales engineers with software engineering backgrounds?
Talk to the pre-sales engineers at your current org if you can. Ask if you can sit in on calls and shadow them occasionally. Build a rapport, and they can help you make connections and/or recommend you.
What is best strategy if your last job was SMB/MidMarket and trying to get back into Enterprise sales?
Part 1: What is a reasonable expectation for when you would be paid a commission post-sale? (e.g. My company pays end of the month following the sale, so if I book the deal 4/17, the commission is in the 5/31 paycheck.) Part 2: How would you protect yourself from a company that delays commission payouts based on when a project goes live? In the above example, 50% would be paid on 5/31, and the other half, when the project goes live with the customer, which could be months or years later. Is there a way to mitigate my risk of being paid that second half, especially if I'm laid off before it goes live?
End of the following month isn't uncommon. Quarterly is brutal. As for protecting yourself, what does your contract/comp plan say? And do you have room to negotiate?
I’m three months into a new role. My actual OTE is 60% less than what was agreed in my offer. I’m looking to leave but having a hard time getting interviews. Any advice on explaining why I want to leave?
What a rug pull. Did they change the comp plan after you started or did they just lie to you?
How to ask to see actual comp plan in an interview? With more companies 'having discretion' like in your newsletter today or deaccelerators...how do we navigate this?
I think the biggest thing is asking if the level of detail they provide passes the smell test. Seems like you have some experience, so you'd know if you're seeing the official plan or just the parts they want you to see. If it seems like the latter, doesn't seem like an org I'd want to get involved with.
I just did my taxes, total $180K on my W2. Here’s the thing, my OTE is $230k, and I hit 212% of my quota. WTF!?? Only things that kinda makes sense is that some of my deals from Q4 were paid in Q1 of this year but the comish plan is so convoluted that I can’t even really figure it out. Should I hang in there and see what this year brings or just phone it in and look for potentially greener pastures. I’ve been overwhelmingly disappointed with sales org and comish plan despite a phenomenal product market fit.
When did you hit quota? What’s your fiscal year ? If your paid quarterly and only made quota in Q4 that means most of you commission were paid in the new year so totally normal
Hey Ryan- huge fan. Currently leading a team of sales professionals in the durable goods/CPG industry. I have no prior saas or tech sales experience but desperately looking to crack in, likely an AE role. Any advice on how to start or companies specifically to target?
Hey everyone -- Ryan Walsh, RepVue founder here... AMA.
Hi Ryan, Question for you - you've made several posts about how AEs are missing quota all across the board and quota attainment is low. You've also stated that its very likely their current team is also at low attainment. You've also stated you should never lie in your resume. However, if quota attainment is low across the industry (and the actual high-attainment people are staying put), how do you navigate this in the job market? For example, if my attainment was 55%, and my competition for a role have put 100-110% (lets say they actually attained 45%) - Why would anyone hire the one who "missed" quota.
Has anyone dealt with the clause below in their comp plan? “If a participant exceeds 100% of their assigned quota in a single transaction (or related transactions from a single engagement), their ability to earn commissions on amounts exceeding 100% of their assigned quota for that transaction will be subject to review and possible reduction at the sole discretion of the CEO and CFO.” Should I be concerned? I've had opportunities in my career to exceed my number significantly in a single transaction a few times, but I've never encountered (or perhaps just never noticed) such a clause.
I'd say yes - you should be concerned. There's probably a specific situation that the org is trying to avoid - but that's something that should be addressed in the math of the plan. Any blanket statement about arbitrary review / reduction is inherently questionable. Now, that said - it really depends on the overall comp plan. Not all plans are created equal, and it could be that leadership has created a low bar for quota in order to try to achieve a high % of the team hitting (well above the industry avg of ~40%)... in that case this might be justified. But it's still likely to lead to a dispute because it's so vague.
AE won’t let me hop on calls. How am I supposed to learn? I book meetings. I do research. But my AE never loops me in past the intro call. How am I supposed to learn how to sell if I never see the process?? AEs, why do some of you do this?
That’s frustrating, but if your company records calls on Gong for example you can watch the recordings in your own time (with the benefits of the analytics too) to support your own development.
Just closed the biggest deal of my life. Can’t tell anyone here, but if I don’t share I’ll lose my mind. Closed a client with enough volume to make my first 6 figure commission check! LFG!
Had a great second interview last week with a tech company you'd recognize. Recruiter emails me today that they've now got a hiring freeze for at least the next few weeks. That happening to anyone else?
yeah, def seems like some companies aren't sure what their plans are going to be for the next few months/quarters with everything going on.
Can someone explain why sales leaders love saying remote work hurts productivity… while never actually tracking productivity? My team has been fully remote for two years. We’ve hit quota, crushed our KPIs, and saved hours every week by not commuting. But now, all of a sudden, leadership is obsessed with “getting back in the office.” Why? “We want to foster collaboration.” “It’s just better for culture.” “We can be more productive.” None of these are real reasons. If they cared about collaboration, they’d listen to our feedback. If they cared about culture, they’d stop forcing people into an office they don’t want to be in. And if they cared about productivity, they’d actually measure it instead of just assuming “being seen” equals working. I know some people love in-office work, and that’s fine. But if I’m making my number and keeping my pipeline healthy, what does it matter where I’m sitting?
A lot of it depends on the experience level. There's a big difference between an AE with 5 to 8 years experience (just let them work wherever - they're still accountable to the number) vs. an early career SDR team (need lots of supervision). IMHO, no, it doesn't matter where you're sitting. Unfortunately many leadership teams are too influenced by their investors and/or board. There are certainly advantages to working alongside others, but for AEs hitting their number, like I said, I'd be good with them doing whatever/wherever/whenever!
Im an account manager at a tech company with aggressive NNARR targets...after a successfull 4 Quarters, im now struggling to hold meaningful engagement with my book of business and not sure how im going to reach my targets... Feeling quite lost, would be happy for advice
Just some basics that you probably already know: 1. Do a detailed account map of all of your accounts vs. the products offered by your org - so you're looking at a grid of where there are opportunities, mapping them out based on which products your accounts already own vs. which they don't. 2. Then go through the list of which ones aren't owned and prioritize based on product-market fit in terms of the short and mid term likelihood to buy. 3. Then create an account plan for those top 10, 20, whatever opportunities 4. Go back to prospecting and account planning basics to get as many of those intro and discovery calls as possible to start from the bottom building or re-building pipeline. Use existing champions and if you don't feel like you have any or many, that should be a priority as well. 5. Present all of this to your manager, and walk through this in terms of what the true / real opportunity is in your territory in the next 12 months and how you plan on attacking it. This exercise, if done well, will potentially provide a clear picture of whether your current account set can support your NNARR (net new annual recurring revenue) targets, and if there is an issue there, you should have that conversation as well. Good luck.
Thanks @RyanWalsh for the invite and for creating this community. I'm excited to learn, share and motivate. Let's go y'all.
Thanks! I'm going to be responding to as many, if not all questions and topics on this board for the foreseeable future. Appreciate your support!
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Would you be interested in being an AE selling MSPs? I work for JumpCloud’s MSP partnership program and could help you get an intro if you wanna connect