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SDR to Commercial AE in 2 years, Helping you do the same | Tech Sales Shiller
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You need to understand that you are probably 2-3 months away from changing the trajectory of your life forever
Head down for 2-3 months and the results will be great, but what's even greater is the type of person you end up becoming
There is a big difference between a person
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Working remote in tech sales is:
- hitting the gym at 11:30am after 1 good meeting and 18 cold calls
- Doing laundry at 2pm
- Shutting off your laptop at 3:30pm
It's true
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262
Tech sales
wifi money
crypto
weights & running
Find a way to get involved in all 4 of these if you want to be rich and live life on ur own terms
Simple
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395
Recipe for a young man to get rich:
- Learn Sales
- Land high paying sales job @ a good company
- Stack big commissions
- Invest commish into Crypto
- Lift weights and run
Boom
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193
Microsoft is paying their SDR's:
$75k Base
$145k OTE
Top Performers: Over $255k
Quota Attainment: 62% - very solid
Repvue Large Company Ranking:
#9
Forever a premier company to be at
They are hiring.
They actually just posted a few SDR roles yesterday - LinkedIn
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156
Was talking to a guy who's thinking about switching careers because his caps out at around $80k
Imagine being 48 years old making $80k after 25 years in the corporate world
Then someone tells you the 22 year old sdr who just left the frat house made $95k as an SDR
Pivot
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3
145
The top AE's are cold calling whether it's SMB, MM, or Enterprise
Average AE's rely on their SDR
Enlighten me if i'm wrong here
This is reality
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140
Cold call opener that consistently works for me:
"Hey *name* it's *name* over from *company* how's it going?"
Prospect: Good
"Great, I know I'm calling out of the blue so I'll keep it brief but I didn't catch you at a bad time did I?"
9/10 times I'm having a decent
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I mean this in the kindest way possible. But how can you see these 2 guys hitting $50k days and not think AT LEAST $50k months are achievable
8
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Chris Orlob's youtube is just filled with good disco & cold email content
Dude took Gong to like $200m ARR, free content in abundance
Just saying
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Hardest part about sales is that you can do everyone right and still not close the deal
Hardest part about interviews - You can do everything right and still not get the job
This is why pipeline is so important gents
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ServiceNow is paying their SDR's:
$65k Base
$90k OTE
Top Performers: Over $158k
Quota Attainment: 78% (incredible)
Repvue Large Company Ranking:
#2
- only behind Google
Premier company to be at right now & I just checked their LinkedIn.
They are hiring.
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Doctor money in Tech Sales but instead of studying for 10 years
You just have to be a SDR for 12-18 months
Oh and SDR's make more than doctors in residency
I wonder what someone in year 8 of trying to become a doctor would say if you told them this
Crazy world
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Get really good at B2B sales
Climb up to Enterprise AE in 5-6 years
$300k OTE is now ur floor for the rest of your career
Get into leadership or selling strategic accounts & go work for a couple series c/d companies
Make a few bags of equity
Not as easy as I'm laying it
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AWS is paying their Enterprise SDR's:
$80k Base
$160k OTE
Top Performers: Over $190k
Quota Attainment: 69%
Premier company to be at
My friend JUST got hired into this role. She had 13 months of prior sales experience
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Wiz is paying their SDR's:
$85k Base
$120k OTE
Top Performers: Over $245k
Quota Attainment: 63%
About to be bought buy Google - If SDR's get equity here... Wow.
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Get into Tech Sales
Fall in love with 1 industry and learn at a decent sized public company
Climb the ranks, go from SDR to Mid-Market AE
Get to Enterprise, prove yourself there
Then go find the fastest growing companies in your industry
Get a fat bag of equity and help
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When in doubt in sales
Up your activity. Why?
- Build your relationships
- Build your pipeline
Activity defeats all, don't sit on your hands
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20 year olds making $100k+ as SDR's
30 year olds making $100k+ as SDR's
I've seen fresh shiny faces and 2nd careers in the same seat, nothing wrong with where you are at in your journey
One thing I can promise you is the 30 year old wishes they would've known about this when
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22-year-olds get into Tech Sales
Learn how to call people a few times a day on the phone from an office that's way too nice
Or from the comfort of their own home
Make $85k-$120k+ doing it
Some have no idea what to do after or what they want their career path to look like
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Workday is paying their SDR's:
$60k Base
$90k OTE
Top Performers: Over $166k
Quota Attainment: 68% - very very good
Repvue Large Company Ranking:
#4
Amazing company
Only hiring AE's rn
I would keep a look out if you are looking to pivot to the SDR or AE org
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$250k-$500k for a decade in tech sales
Then buy a couple of boring boomer businesses
Cash flow cash flow cash flow
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Not a lot of careers out there where you can make $85k+ in your first year and then run it up to $300k+ in 5 years w/ no hard technical skills
Tech sales allows you to
- Make money right away
- Scale ur salary and title way faster then average
If you don't know what to do or
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Dude Dm'd me:
Got a lucky opportunity in Tech Sales
Went from SDR -> Enterprise AE -> Strategic AE in 3 years
Says, $750k coming on the W2 this year
Are we calling cap or do we believe this
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Ramp paying their SDR's:
$70k base
$95k ote
Top Performers over $150k
Quota Attainment: 64%
Premier company to be working at rn
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You think you're the shit in sales
Then you listen to some top Enterprise rep's call on Gong
And your entire life changes lol
Back to the hustle
Always learning
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Don't forget that you have free will
Quit your job, go up to that girl, change careers
You can do anything you want
We are all prisoners of society's rules, it's fun to break them sometimes
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BuildOps is paying their SDRs:
$55k Base
$75k OTE
Top Performer: $112k
Not the highest pay, but here's the kicker:
- 70% Quota Attainment
- Repvue Score: 95/100
- Repvue Mid-size company rank: 3
285 employees, over $100mil of funding, and solid leadership if you dig in
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Creating relationships at your corporate sales job will pay you major dividends in the long run
For example
The Enterprise AE that you work with as an SDR might be the Enterprise Sales Director 5 years later when you are going for your own Enterprise AE role.
If you impressed
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These guys on LinkedIn who work for Gong truly make it sound like it's the best product ever
LinkedIn "influencers" do so much for companies and I wouldn't be surprised if companies start picking a few people to be their "spokesperson"
We just bought Gong by the way lol
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In sales, if you can show up and do the uncomfortable hard things every day
You will succeed.
Most people won't. They push them off
Attack them everyday and over a long period of time you will have no choice but to succeed
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$45k my first year after I graduated from college.
Commission only financial advising
Jumped into tech sales and in 2 years I jumped to $200k
Only thing that changed was my job, aka my "vehicle to make money"
Same work ethic, mind, attitude
Confidence has gone up along the
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Need a ranch in colorado & a beach house on some white sand
$10m liquid in the bank
Then we will feel like we made it
Can tech sales alone get you this?
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Sales is cool because if you're good at it you get promoted fast
Every single Manager, Director, and VP wants a good player on their team
You are the director of your own career in this space
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$10k/mo as a single male is a great income
You can pretty much live how you want & still save decent cash
But if you have a wife & kids, that is not the story. Unless you live in rural Iowa or something like that lol
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Lay a brick every day boys
We'll wake up with our dream home in a year
Brick by Brick - That's what you need to focus on. Just one a day
Consistency is everything in this world
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If I was 20 years old again and all I cared about was getting to a bag as fast as possible I would:
- Get as much cold calling/sales experience as possible
- Get good at my first job
- Network with everyone I could in sales
- Get 6-12 months of that experience and then shift
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2.5 hours of prospecting this morning.
1 demo set. Nothing gets me more pumped than setting up an initial discovery call
Been in sales for 4.5 years and I still love the feeling
Nothing like sourcing a new opportunity
Build pipe build pipe build pipe
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There are SDR's making over $120k in their 2nd year in Tech Sales
Takes most people 15-20 years to get in to that salary range
Some people never even get close
Year 2 type of thing in Tech Sales
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The key to success?
Become emotionally unattached with the outcome and fall in love with the process
Easier said than done. It's something you have to continue to work on
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Two of the best use cases for Chat GPT in Tech Sales:
1. Personal Value Consultant
2. Industry expert mentor
Literally the best breakdown for ROI, cost, impact, and industry.
If you don't like the way it lays something out? Literally say how you want it to look
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An important aspect of tech sales is how naturally autonomous your job is
Especially as an AE & Especially once you are up segment away from SMB
There are going to be plenty of days where you get to work and you have like 1 meeting on your calendar for the day
Maybe weeks
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You can give your future kids their dream life just by picking up the phone and dialing?
What a lucky world we live in
And what a treat it is to destroy the competition who isn't as willing to do the same
It's literally that easy?
Yes.
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If I went back to being an SDR I'd:
- Tell my manager my career plan from day 1
- Align with my AE twice a week
- Focus on top accounts that will generate the MOST pipeline (Hit your accelerators early)
- Use 8am - 11am as my main dialing window everyday
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Questions to be ready for in SDR interviews:
- Why sales/tech sales
- Why us (the company ur interviewing with)
- How do you structure a pitch?
- Why are you leaving your current gig?
Your job is to nail these
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You don't need a degree to get into Tech Sales
Have a good weekend
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Your 20s are for learning real skills
Sales, investing, Ecom, marketing, copywriting
I’m engulfed in sales & saas in general, doing the work and learning everyday
The trenches are now and it will be like this for a while, I love it
Build skills, make money while doing it and
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Why not you?
Why can't you be the VP of sales at 32 years old?
Why can't you be the
#1
Enterprise AE at a good logo?
My brother, you are the one that holds the keys to your own future. You're closer than you think
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For you guys that are stacking commission checks, don't forget to:
- Contribute to roth ira
- Contribute to 401k - minimum should be what ur company matches
- Stack 6 months of expenses in cash
- Open a brokerage account and buy an etf like SPY on a monthly basis
Stack crypto
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Talk to your prospects like a friend that you respect
or
Like a sibling that you deeply care about and want the best for
Might sound a little funny, but if you can break down that 4th wall, or that little professional barrier that keeps your prospect from feeling comfortable
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Be respectful to everyone you work with
Take care of your reputation at work
Be a hard worker, people notice
You never know who is going to leave your company and end up at the next company everyone wants to be at
A good way for unlimited career opportunities is to have all
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Reminder that you don't need a degree to get into Tech Sales
Just had a 21 year old college drop in my program accept a $80k offer.
Too ez my friends.
His peers won't be making that for another 4-5 years in many cases.
Only up from here
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SDR ->>>> MM AE at the some company (if a good logo)
And you are untouchable forever
Jobs at top software companies on ez mode for the rest of your life
True story
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Just FYI, bc I keep getting asked
You don't need to understand the technology to get into Tech Sales
Seems that this is really surprising to most people
Just wait until you meet enterprise AE's that don't know how to demo the products they are selling lol
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Tech Sales Big 3 Cities:
- New York
- San Francisco
- Austin
Don't sleep on Austin
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Getting into Tech Sales is all about Preparation
Most candidates do the bare minimum. No research, no practicing answers, nothing
You put in an hour of prep and you are giving yourself a significant advantage over most of these people that have no idea how to help themself
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I still don't understand how you guys tweet so much
We have deals to close and pipeline to build, no?
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The biggest transformations?
They happen when you least expect it.
Keep your head down, grind for the next 2-3 months, and watch how your life changes—more importantly, watch how you change.
Stack good months and watch how your life changes
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It is true that you will probably reach your goal if you just simply to not give up
The SDR position is a perfect representation of this
Cold call cold call cold call cold call - set meeting
Just simply do not quit
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Biggest sales hack?
Focus on inputs, not outputs
This also happens to be the best mental health hack out there
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You want to be learning valuable skills while you're in your 20s
One of the most valuable skills:
Sales, for SaaS companies or really just tech in general
Opportunities for you to work towards:
- Strategic Account AE
- VP of sales
- CRO
If you have the skills to help a
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You want to achieve your goal that you've been thinking about?
- 6pack?
- Job in tech sales?
-
#1
rep?
Doesn't matter what your goal is
The recipe to accomplish is the same
Day in day out, do the work and move the ball forward in some way
Saturday/Sunday too
Do the work
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Promo locked in 🫡
From SDR to Commercial Account Executive in 2.5 years.
Same company, no job hopping. If you can go from SDR -> MM/Commercial AE at the same company. You're good forever in Tech Sales
Going to drop a thread on how to Go from SDR -> Commercial AE in less than
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My friends who make the most money among our peers are simply the ones that work 3x harder than everyone else
And that's the truth of it in our 20s gents.
You separate yourself in your 20s buy outworking everyone
Once you have a skill set and a bag in your 30s/40s you can
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The "we make ur sales job really easy" tech stack
Outreach
ZoomInfo
SalesForce
Gmail (no outlook)
Sales Navigator
Any AI notetaker
What am I missing?
VPs of Sales development come into an org, structure it, then they buy these tools and bounce with 7 figs.
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Find a good company and then stop chasing big shiny OTEs
Dig in for 5-10 years, become an industry expert, and crush quota
Create connections along the way - This will set up the rest of your career
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Spend extra time making sure you get into a good company when you take your first role in tech sales
Why?
Because at good companies you will hit quota, make more money and get PROMOTED FASTER
SDR -> SMB AE -> Mid Market AE can happen in 2.5 years if you crush it
But if you
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Why is it so important to start your tech sales career at a good company?
If you are a SDR at a bad company you are going to deal with the following:
- Terrible leadership
- Unattainable quota
- Bad culture
- Does your product even work?
And most of all you are going to be
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$200k - $200m in 5 years is so absurd haha
Not a lot of companies like that
But if you can somehow find one early on, it's like a lottery ticket
The connections you make on the way too, wow
I helped grow Gong from $200k to $200M ARR in 5 yrs.
Customers routinely told us our sales demos were 2nd to none.
9 lessons I learned about sales demos I'll never forget:
(no one does
#5
, yet it's the easiest)
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Couple hours of UNINTERRUPTED focused work in the morning
2-3 hours
Is enough to lap your co workers, your friends, any of your peers
2-3 hours of focused work, UNINTERRUPTED
The trick here is to actually do the work
Most people have never done 2-3 hours of zoned in work
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Investment & Insurance Sales when I was 20-22
Commission only, full sales cycle
No leads, all self prospecting.
I was 10000% bought in for the first year and a half
This is also how I got into tech sales by the way - my client base was a lot of AE's and Directors
Saw how
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Right has been in the game for 25 years longer lol
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The easiest way to $10k/mo is Tech Sales
The easiest way to $20k/mo is Tech Sales
Takes 5 years to be able to make $300k
If you're on money twitter, this isn't new to you. You know about Tech Sales
But I promise most random people outside of major cities don't
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Once you start crushing quota consistently, you're going to get cocky and think that you can get away with things that others don't
Don't forget that your internal brand matters 10x more than you think it does
Don't forget that there is an Enterprise AE or Strat AE who closes
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Base Salary + Commission + Equity is the ultimate compensation set up in Sales
Imagine you get paid $150k to show up
$150k+ in commissions depending on performance
Throw on another $5k-$20k of equity (which can grow over time, look at nvidia stock lol)
What's better?
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Culture and quota attainment
If you have both, the grass isn't greener on the other side
I promise
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Strategic AE's can make multiple millions when their big deals come through
Hence why my eyes are locked on the Strategic AE position for a few years before I even THINK of moving to leadership
Remote, work from wherever you want. Close big deals, get paid. Live on your own
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Up at 5:30am on Sunday, straight to the office
2 hours of work
Half marathon after
10:30am
Whole day ahead
We keep winning all 2024
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One of our SDR sales coaches looked at me yesterday and goes: "Don't know you that well, but I feel like you just come in the office and get shit done."
First off, great compliment
Secondly, wtf are you doing in the office if you're not getting shit done.?
Get work done at
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Takes 1 job offer to change ur life
I was making $40k/yr commission only in 2021
Took a SDR job at a company i've never heard of in Feb 2022
Now I'm a Commercial AE
Sites set on Enterprise in a year and a half
But for now let's seek our teeth into commercial
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Q3 Promo to Commercial AE
Company gives off a full week for the 4th
So today is pretty much Day 1
Strapped in. We are ready
SMB, it was fun while it lasted
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"Our team hit 100% of our number"
Is a lot different than
"100% of our AE's our hit their number"
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A look into the Strategic SDR Position:
- 10 calls a day (maybe)
- Very strategically crafted emails
- $90k-$150k earnings
- Works with top sellers in company (strategic ae's)
- Talks to c suite execs at biggest companies in world
- Usually need a year of Biz dev experience
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$40k/yr in my first sales job
Just a few years later
5x that
You're life can change fast
I honestly work less now
One of the most important things when it comes to making money is putting yourself in the right vehicle to do it
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Top Strategic AE's are making multi 7 figures
That is the dream at the end of the day in this whole tech sales thing
Even just one year like that will change your entire life if you invest/spend the money the right way
Lottery numbers but i your 9-5
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Planning something big for my guys that are trying to break into Tech Sales
It's time
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Twitter is where the real Tech Sales alpha is. Not LinkedIn.
On twitter you get alpha so good that the very people shilling it are hiding behind an animal as their profile picture.
On LinkedIn you get the "oh my boss is going to see this and so is my team so it better be
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For you job seekers that are new to tech sales, here is your holy grail
LinkedIn: Best job board
Repvue: Best way to review a company
What to look for?
- Quota attainment
- Path to promo
- Good leadership
How to land a good role?
- Have some sales experience
- Network w/
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The people that can work harder when they are getting beat down are the people that will be rewarded the most when things turn around
Easy to give in and throw in the towel
Don't be one of those people
Keep going
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Alright tech sales twitter
At what point do we just join forces and rip a start up together?
Get it to $100k mrr, sell and repeat?
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If I were 18-20 right now, I'd make sure to study 2 key things:
1. Sales
2. Investing
You won't learn either of those in school and the people who are learning about them will lap you, whether they go to college or not
Make good money
Invest that money
Get ahead
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If I were to start a SaaS company, let's say something like a parallel dialer, how would I drive pipeline?
I wouldn't go buy a massive tech stack, hire SDR's, AE's, manager's, and AM's
I would hire a few key A players that are bought into the vision
And then I would Market
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Little trick for you brand new SDR's or AE's that are either new or in a rut
Go listen to and literally STUDY the top performers calls
You don't need to reinvent the wheel
Copy what works and make it your own over time as you come into your own
This is exactly what I did
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Why is tech sales such a good opportunity?
Let me explain w/ a roadmap of if you were to get a job w/ Ramp - one of the top software companies to be at right now.
All stats brought to you w/
@repvue
So here's the story:
You start as an SDR - $65k base, $90k OTE, top
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Genuinely curious about what it would be like to be on the crowd strike sales team right now
Imagine being like 1 yard from closing a big enterprise deal
And then this happens
Sending prayers!
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Easiest way to find tech sales jobs
Making this tweet bc I realize not everyone knows there are like 2-3 thousand open roles consistently every day
So for u new folk, here is ur guide:
1. Go to LinkedIn
2. Click on Jobs
3. Search: Sales Development Representative or
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Work for an industry leader, and you won't ever have to cold call (kind of)
When you work for an industry leader, cold calls are different
More like a warm call when they know exactly who you are when you say your company name
Combine that w/ a company that is hitting its
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