Doug Foote

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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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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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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Early on as an AE, I made a lot of mistakes: The LARGEST one was wasting time on the wrong opportunities. Here's what happened: 👇 When I first became an AE: - I left no stone unturned - I worked with every single prospect. - I worked on every single opportunity regardless of fit. - I forced opportunities that were not a good fit, into the sales process This hurt my chances of success early on. It SOUNDS good in theory to work everything, but it spread you too thin. - Diminished buying experience. - Decreased focus and efficiency.  - Etc... I focused on opportunities that didn't make sense, and in turn... I took time AWAY from prospects that were a GOOD fit. There's a finite amount of selling hours in the day. Invest your time where it matters. You'll be better off for it. ▶ How do you setup your time, and prioritize prospects? Like, follow, and comment below ⬇

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SDR Leaders: “I statements” are killing your reps! Are your SDRs inadvertently making conversations about themselves? It's time to shift the focus. 🚫 "I think it would be a good idea for you to speak with one of my AEs..." 🚫 "I would love to show you our platform..." These "I" statements put your company and SDR first. They scream, "This is how I get paid!" Let's flip the script. The Golden Rule of SDR Conversations: -It's never about the SDR. -It's never about your company. -It's always about the prospect and their pain points. Action Steps for SDR Leaders: -Stomp out "I" statements during role-plays -Train SDRs to disconnect from the outcome (h/t Josh Braun ) -Emphasize: Not every prospect is a fit, and that's OK Remember, there are plenty of fish in the sea. Coach your SDRs to focus on understanding the prospect's needs first. If there's no fit, move on gracefully. By making this shift, your SDRs will build better relationships, have more meaningful conversations, and ultimately, drive better results. But I could be wrong 😑

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Sales is a game, here are my 2024 rules: Quota - 960K Accounts - 300 Active Customers - 20 Active New Logos Opportunities - 18 𝐆𝐨𝐚𝐥? Inv time where there’s the highest revenue impact, in the shortest amount of time. 𝐏𝐫𝐨𝐛𝐥𝐞𝐦? You have 300+ accounts. You don't know where to start. You have to find high-intent (and large) accounts + high-intent prospects. 𝐒𝐨𝐥𝐮𝐭𝐢𝐨𝐧(𝐬)? 1. Tier accounts with precision. Categorize my 1,000 accounts into Marquee, Tier 1, Tier 2, and Tier 3. This is determined by Size of Prize + ICP (Ideal Customer Profile), aka how great of a fit they look like for our solution. 2. Identify intent with technology. UserGems 💎 (previous champions that joined my accounts) close at a 30% higher rate. I start there. I also look for other signals: Web activity, content downloads, sales hiring, new CRO/VP Sales, and previous opportunities. 3. Maximize revenue-generating activities. Spend 80% of your time in these 2 buckets: -Generating pipeline -Advancing pipeline Color code your schedule revenue-generating vs. not... learned that from Salman Mohiuddin this week. Everyone can play the game differently and see success That's the best part about it Happy friday all ✌️

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The reason why most people fail in software sales isn’t because they aren’t working hard enough or don’t want it bad. They simply don’t understand the skills and approach needed to perform at a high level. Most companies don’t have the time, energy, or resources to truly train their reps on modern and advanced selling techniques. They have them send canned emails, pitch product into the abyss, and tell them to “make more calls” and “activity = pipeline”. Then sales enablment shows you some cool new features that dont tie back to tangible business value. Oh, and then you know run BANT, fill out this mutual plan… yea, okay, sure. That may have worked 4 or 5 years ago - but the economy is too tough and the market is too competitive to rely on antiquated techniques. So, what happens? Sellers struggle, leadership fires reps, and then eventually re-hires more hoping this one will “figure it out.” The good news is that there are proven strategies, frameworks, and instructions on how to sell in 2024. The bad news is that most sales leaders don’t have the time, energy, or expertise to teach them. The best they can do is a $100 Amazon gift card spiff and a 500-word email template provided by someone not in the trenches selling every day. The good news is the elite sellers are still selling at a high level if they are armed with the right mindset, strategy, and knowledge. I used these frameworks to close a $13.75mm deal six months after the SVB collapse and become #1 in Net New revenue out of hundreds of reps. It’s the same technique I used to become a top 10 rep at Workday in all of North America within my first Q at the company DURING the SVB collapse. Similar to what I used to hit 734% of my number one month at Salesforce in GRB - but very much different at the same time. or to sell, idk, I think im close to 35 months selling over 100k+. And yes, I have the receipts. Don’t believe me? DM me. Start investing in yourself. You deserve it. It’s not your sales managers job to make you successful, their probably worried about keeping their own job. Q4 is here, or almost here depending on your FY. Invest in your skills, believe in yourself, or… Live off your base, stay the same, you know, same stuff, different day. Tell everybody you’re “living the dream”. The choice is yours. Both are hard and both are scary. Choose your path accordingly. Have a great Saturday ❤️

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SDRs/ AEs: Prospects owe you nothing before an initial meeting. They're not responsible for you being upset when they no show/ghost. I started taking ownership for all of the outcomes in my life a few years back. It takes what it takes -- and it's up to me and on me. Not where I want to be? I can change it. Not happy with my current state? No ones' fault but mine. Way better to operate through the lens of "it's on me" vs "why me :(" Focusing on what I can control and letting go of what I can't has helped decrease no-shows. End of the day, the prospect owes me nothing. But, I can make it a no brainer for them to join by focusing on what I can control. World keeps spinning if they don't show up - it's going to be ok. Indifference wins. P.S-- this is the exact scenario that makes practicing mindfulness, working on your inner game and building a great life for yourself outside of work critical, especially in sales.

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Founders from Foam cold called Target and closed a $130,000 deal They then got a deal on Shark Tank They are true BDR Lifers If this doesn't tell you cold calling and BDR Lifing can work I don't know what will Keep dialing and keep BDRing!! #bdrlifer #bdr #sdr #sales #salesdevelopment

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2.8k SFCC stores do $1m+/yr. 1.4k do $5m+/yr 1k do $10m+/yr 704 do $50m+/yr 281 do $100m+/yr There are huge brands on Salesforce Commerce Cloud. Definitely a higher concentration of public brands than on Shopify. But the Shopify market is so much larger in the $1m - $100m segment. It’s still the greatest opportunity in eCom. #Shopify

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71% of sales reps say they don't have enough knowledge to move deals forward... Think about that for a second. That's 7 out of 10 of your reps showing up in front of customers every single day without the tools they need to succeed. Imagine a pro sports team that only watched game tape once a week. No game plan. No practice. No coaching. Sounds ridiculous, right? Yet this is exactly how most sales teams operate. Just like in sports...when coaching becomes culture, success becomes inevitable.

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🗣️Pipeline Development is one of the biggest revenue growth challenges for most companies today 🙂‍↕️ Though only a minority include pipeline generation as part of the sales incentive compensation plan. Every AE can relate … when you’re sitting in the bench because you have little pipe, it’s absolutely miserable … Usually when you’re working on a ton of deals at once, it’s so hard to make and stick to the time to prospect… As a AE, I would have loved pipe gen to be part of my comp plan… Hear me out … keeping your reps motivated is EVERYTHING … so why not motivate them even more by rewarding quality pipeline build…. It’s not rocket science 🧬 You then have reps that are not only motivated to close deals… But also super motivated to build their own pipeline too … How would that work at your business?

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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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Athletes = better sellers. Change my mind. Imagine this skillset of a new sales rep... 1. A competitive mindset 2. Resilience and willingness to bounce back 3. Focus on the end goal (championship/quota) 4. Practice and preparation 5. Product knowledge (scouting report) 6. Adaptability (playing in weather/locations) 7. Goal setting 8. Performance metrics (goals/assists) 9. Teamwork 10. Endurance (long sales cycles) 11. Energy management 12. Leadership (team captain) 13. Motivation 14. Performance based Don't get me wrong... you can be a great non-athlete seller, but I don't believe anyone is born with grit, determination, and consistency. Once you harness that. You are unstoppable. ☎️ RYAN PEREUS 📜 Donald C Kelly JR Butler William Padilla Brian Liebel Ronen R. Pessar Harris Fanaroff Michael Manzi Nick Cegelski You all come from a sports world. How have your athletic experiences shaped your sales approach? In the pic - (sister)ellis taylor (brother)Franklin Taylor

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Here's a multi-threading opportunity most sellers miss post-demo: 𝗔𝘃𝗲𝗿𝗮𝗴𝗲 𝘀𝗲𝗹𝗹𝗲𝗿𝘀: Send a recap/thank you email to the entire group 𝗚𝗼𝗼𝗱 𝘀𝗲𝗹𝗹𝗲𝗿𝘀: Send a recap/thank you email to the entire group Send a 1-off email to each attendee with a question: "Did we miss anything you were hoping we'd cover?" 𝗘𝗹𝗶𝘁𝗲 𝗦𝗲𝗹𝗹𝗲𝗿𝘀: Send a recap/thank you email to the entire group Watch the recording - See who was confused or excited. Tailor a 1-off email to each with that in mind. Confused: [𝘕𝘢𝘮𝘦] - 𝘐 𝘸𝘦𝘯𝘵 𝘣𝘢𝘤𝘬 𝘢𝘯𝘥 𝘸𝘢𝘵𝘤𝘩𝘦𝘥 𝘵𝘩𝘦 𝘳𝘦𝘤𝘰𝘳𝘥𝘪𝘯𝘨 𝘢𝘯𝘥 𝘴𝘦𝘦𝘮𝘴 𝘵𝘩𝘦𝘳𝘦 𝘸𝘢𝘴 𝘤𝘰𝘯𝘧𝘶𝘴𝘪𝘰𝘯 𝘢𝘳𝘰𝘶𝘯𝘥 [𝘹]. 𝘐 𝘱𝘶𝘵 𝘵𝘰𝘨𝘦𝘵𝘩𝘦𝘳 𝘢 𝘴𝘩𝘰𝘳𝘵 𝘷𝘪𝘥𝘦𝘰 𝘵𝘰 𝘦𝘹𝘱𝘭𝘢𝘪𝘯 𝘵𝘩𝘪𝘴 𝘧𝘶𝘳𝘵𝘩𝘦𝘳. 𝘈𝘯𝘺𝘵𝘩𝘪𝘯𝘨 𝘦𝘭𝘴𝘦 𝘸𝘦 𝘤𝘢𝘯 𝘤𝘭𝘦𝘢𝘳 𝘶𝘱? Excited: [𝘕𝘢𝘮𝘦] - 𝘗𝘶𝘮𝘱𝘦𝘥 𝘵𝘰 𝘴𝘦𝘦 𝘩𝘰𝘸 𝘦𝘹𝘤𝘪𝘵𝘦𝘥 𝘺𝘰𝘶 𝘸𝘦𝘳𝘦 𝘧𝘰𝘳 [𝘹 𝘧𝘦𝘢𝘵𝘶𝘳𝘦]. 𝘛𝘩𝘰𝘶𝘨𝘩𝘵 𝘺𝘰𝘶 𝘮𝘪𝘨𝘩𝘵 𝘦𝘯𝘫𝘰𝘺 𝘵𝘩𝘪𝘴 𝘸𝘳𝘪𝘵𝘦-𝘶𝘱 𝘵𝘩𝘢𝘵 𝘩𝘢𝘴 𝘦𝘷𝘦𝘯 𝘮𝘰𝘳𝘦 𝘥𝘦𝘵𝘢𝘪𝘭. Champions are great. A team of champions is better.

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As an AE is a high win rate good? Not always. In Q1 my win rate from demo at Nooks was 55%, But my win rate was hurting me Let me explain... -Running too many deals -Discounting and lowering my ACV -Letting large deals slip through the cracks because i was spending too much time on smaller ones Since Q I've cut my win rate in half, but 3x's my ACV What do you think is a healthy win rate? Let me know in the comments

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I agree with all of these - a great TTT (Top Ten Traits). What I also emphasize is to get to back to using the phone and talk to people vs sending multiple (follow up) emails. I would add that top sales managers know when to bring in support when necessary to close a deal and they don't hesitate to ask. (It takes a village.) In discovery they identify the key decision makers (KDMs) across the customer account and find a way to cultivate and build alliances with more than one person to win the first deal and to ensure sustained YOY growth.

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A great checklist for the ones who want to master the AE domain and be on the top of the chart. Among the top 10 skillsets, I especially find ‘Give to Get’ resonating a lot. The greatest AE usually excels in identifying the very core desire from the prospect, and leverage it to maximize the Get. From the same deal, the bigger positive delta they can stretch, the more effectiveness they can accelerate vs. others.

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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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