Kaleb Nolan

The average SDR is making $85,000 The average SMB AE is making $130,000 a year. The average MM AE is making $165,000 a year. If you crush it as an SDR, are at a company that actually promotes top talent, and continue to perform as an AE you can literally double your income in just a few years. How cool is that? I teamed up with RepVue and put together a few resources with some more details on salaries based on roles... check it out. SDR salaries & a list of high paying SDR Roles: https://lnkd.in/gqfUbnqR SMB AE salaries & a list of high paying SMB Roles: https://lnkd.in/gcpnQ_Xt Mid-Market AE salaries & a list of high paying MM Roles: https://lnkd.in/gPd-RHCb Ent AE salaries & a list of high paying Ent Roles: https://lnkd.in/gibqD9Gv

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

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One skill all sellers and SDRs should master: The ability to quickly identify things you can’t control and having the ability to let them go, and focus on what you can actually control. That’s how you ‘detach’, that’s confidence and that’s conviction. It takes guts to remain neutral in times of adversity or when it isn’t sunshine & rainbows. IE: have a gap to quota? Bad territory? Bad call? It’s okay to feel pissed. But it’s not okay to dwell on it. Or then let it show up in other areas of your life. Instead, feel how you feel and then start focusing your energy and time on what you can actually control. It’s a much more peaceful way to live and operate.

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

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

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"🎣 SDRs: Are You Gathering Data for Your AE or Solving Pain for Your Prospect?" There are two mentalities when running a qualification call: 🌊The 'Inch Deep, Mile Wide' strategy covers multiple areas with different questions, gathering surface-level information that gives the AE plenty of threads to pull on. 🎯The 'Inch Wide, Mile Deep' approach focuses on one key area, uncovering a core pain point. It provides less total information, but it exposes the nerve that drives urgency for the prospect. While SDRs think AEs might value having more angles to explore, it's the prospect who will be more excited for the next call if you've shown them the real pain. 🔥 🌟Ask follow up questions🌟 So, are you casting a wide net 🐟 or setting the hook? 🎣 Which strategy are you using?? #sdr #bdr

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Things top salespeople do: - Understand prospect problems - Control what they can control - Are ruthless with qualifying - Lose more than they win Things top salespeople don’t do: - Make excuses ----- P.S. If you're free 𝗮𝘁 𝟭𝟮 𝗽.𝗺. 𝗘𝗦𝗧 𝘁𝗼𝗱𝗮𝘆, join SellBetter's daily show to hear how top sellers get their prospects' attention with 𝘂𝗻𝗶𝗾𝘂𝗲 & 𝗰𝗿𝗲𝗮𝘁𝗶𝘃𝗲 𝗼𝘂𝘁𝗿𝗲𝗮𝗰𝗵. I'll drop the sign-up in the comments.

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SDRs - struggling with prospecting? Here are 5 ACTIONABLE tips to create a great list: 1. List the industries that your company has success in. 2. List titles you've booked meetings with that have progressed to SQO. 3. List the problems those titles and industries face. 4. Create problem-based messaging for calls, emails and LI 5. Set a high volume of calls/emails/videos to go out to your ICP and refine from there. BONUS: A/B test as you have live conversations to refine your targeting

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Same s***, different day… We all know the drill: SDRs think AEs are slow to close, and AEs think SDRs are passing weak non qualified leads. But the truth is, when both sides align, most companies will see a 30% increase in account penetration! Its simple: -Communicate regularly – Don’t wait for weekly meetings. Share quick feedback throughout the day to stay in sync. - Define lead criteria together – Align on what makes a qualified lead. It saves time and eliminates finger-pointing. - Quick deal huddles – Hold short, tactical check-ins to discuss hot accounts. - Debrief wins & losses – Celebrate what worked and break down what didn’t to improve for next time. - Support the hand-off– SDRs should warm up intros, they after all have that initial relationship with the prospect. Collaboration is key!

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The buyer’s journey continues to drastically change. Buyers only spend 17% of their journey meeting with suppliers according to Gartner. The more suppliers they look at means the less time you get with them. Now that you have less time with buyers, you shouldn’t waste time doing multiple discovery calls. Win rates actually increase when you talk about price during the first call according to Gong. A shared folder for materials and recorded meetings can help buyers not have to go through multiple email threads. What else are you doing to adapt to the buyer’s journey?

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

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I truly believe that if you can find success as an SDR, you can do anything you put your mind to. (Okay, maybe not drop 34 points at MSG like Darius Garland did last night, Ronen R. Pessar) But when you think about it - You are the engine that fills the top of the funnel for your company. It takes confidence and precision to call on decision makers, speak to their pain points, and build interest in exploring your solution. And once you set a meeting, you’re right on to the next one. Rinse and repeat. If you can find success as an SDR, you can do anything. AE. CSM. Sales Engineer. Entrepreneur. It’s not that simple, but my point being - you’re building the foundation to be resourceful, confident, and effective in any type of work you choose, all while perfecting your communication skills. Still hyped about DG’s performance last night, by the way.

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SDRs - Struggling with your ramp? Here are 5 tips to immediately improve your results and beat your ramp 1. Meet with 3 top performing BDRs, pick their brains on everything from Prospecting, Research, Sequences, calls, emails, Linkedin DM's etc. Once you have a good pool of knowledge on strategies that are working in the current market you can adapt it and make it your own. 2. Problem enablement: The most important thing to know is WHO you help and HOW you help them. Speak to your AE's who've closed business, CSMs and your own internal personas. The goal is to be able to crisply articulate how you can help a target persona in a target account get to their desired state. No one cares about WHAT you do, they care about how you can help them. 3. Volume: Practice makes perfect, you're not going to get good without the reps so get out there and prepare to fail. 4. Double down: If you find one medium is yielding more meetings then double down on that one, e.g if you're booking 5 meetings a month through call and 1 via email, try changing to a call only sequence for a while to see if it ups your results. 5. Feedback loops: Regularly ask your top-performing peers, AEs and your manager in your 121 for SPECIFIC advice. This means you'll always be growing your skillset. Make sure you're not getting advice from everyone though as this will dilute your focus P.S I'll do a part 2 of this next week but anything you'd add? For now, enjoy a picture of Emre Ceyhan and me at our recent Spike Week!

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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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BIG COMMISSION CHECKS ARE NICE Consistently big commission checks are nicer. With Scratchpad sales teams have everything they need to maintain a healthy pipeline and close deals with speed and consistency. 📈 Zero Boards wipe out non-compliant opportunities 📈 No-code Automations for instant Salesforce updates 📈 Deal Rooms promote proactive collaboration on your biggest deals Check out all this and much more at the 🔗👇 #Sales #Revenue #GTM

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Complaint ➡️ My SDRs aren't having enough conversations Assumed “solution" ➡️ Make more calls Hold on. ✋ More calls is not the answer. ↳ Not UNTIL your engagement metrics are strong. Stuck with single-digit answer rates? Fix that first. Then layer on more calls. PhoneBurner just notched its 4th straight month of increasing answer rates. Our customers average double-digit answer rates, with 1/3 of customers > 20% answer rates. What's better than more calls? ↳ More meetings booked, with fewer calls. The path lies in your answer rates. We can help.

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Hey SDRs, ➡ Tired of low email deliverability? ➡ Bounce rates going through the roof? ➡ Domain reputation sinking? Well, it might be a good time to take a look at those email addresses whom you’re sending emails to.  Why? Invalid email addresses aren’t deliverable. When the emails aren't deliverable, they land in the spam folder or bounce back. This affects your deliverability. So, ‘email validation’ helps here. With it, you can- ✅ Reduce the bounce rates ✅ Provide accurate insights ✅ Increase engagement rates ✅ Gets better ROI ✅ Protects your reputation If you want to make your email campaign successful and get better results. It is important to ensure that the email accounts you are sending emails to are valid. #sales #emailvalidation #emailtips #outboundsales

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Great SDRs lean into rejection. “No” “Stop calling” “Unsubscribe” “Not interested” These “no’s” serve a purpose. They help you: - Ramp up faster - Target the right contacts - Cut out ineffective outreach - Get that “yes” sooner Reps who have a short-term memory with rejection are less likely to lose the momentum needed to reach their goals. For newer reps, don’t shy away from the “no’s.” Lean into them. Learn from them. Keep pushing forward.

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Studies show 48% of BDR’s / SDR’s fear cold calling. Here’s 5️⃣ steps to help overcome the fear: ⬇️ 1. Preparation is Key 🔑 : The more prepared you are, the less room there is for fear. Know your product, anticipate questions, and practice your pitch. 2. Mindset Shift 🧠 : Instead of viewing fear as a negative, see it as a sign that you’re stepping out of your comfort zone. This is where growth happens. 3. Incremental Exposure 📈 : Start with a few calls and gradually increase the number. The more you do it, the more confident you will become. 4. Focus on the Process, Not the Outcome 🧘: Don’t stress over the immediate results of each call. Instead, concentrate on making each call better than the last. 5. Embrace Rejection 📞 : Understand that rejection is part of the process. Each ‘no’ brings you closer to a ‘yes’. Cus D’Amato, the legendary trainer of Mike Tyson, often spoke about fear. He famously said, “Fear is like fire. If you let it control you, it will burn everything around you and destroy you. If you control it, it will make you stronger and sharper.” Fear is necessary for humans, but you must learn to embrace it in order to achieve your goals. By embracing and harnessing your fear, you can turn cold calling from a dreaded task into an opportunity for growth and success. How do you deal with fear / anxiety when cold calling? #SalesTips #ColdCalling #OvercomingFear #SalesStrategy #Alleyoop #SalesSuccess #CusDAmato #MindsetShift

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