Michael Little

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

13

4 Comments

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

115

34 Comments

Here is my SDR Manager Playbook that I use to make sure every SDR hits quota: If your an SDR Manager, save this post. 1. Call Reviews -Track competitor mentions, pricing, and feature discussions. Analyze what turns calls into wins or losses. -Spot trends in objections and competitor mentions. Identify features prospects care about most. Refine messaging based on what resonates. -Talk ratios, focus on a 40/60 talk-to-listen ratio. Reduce long monologues and prioritize active listening. Build rapport with thoughtful pauses. 2. Pipeline Review: - Review deals at team, individual, and pipeline levels. Spot risks with AI-generated deal health insights. -Adjust follow-up strategies to keep deals moving forward. 3. Coaching: -Tailored plans for individual reps based on performance data. Campaign-level insights to improve objection handling. -Continuous improvement through actionable feedback. 4. Objections Handling: -Analyze what works in handling objections. Standardize responses that turn resistance into progress. Share best practices across the team. For my tech stack, reviewing call insights, deal trends and coaching insights, I'm using MeetRecord. Before using them I was spending most of my day breaking down these insights and was still missing key pieces since I couldn't listen to every call or review every deal in the pipeline in depth.. For outreach, I use Apollo and LinkedIn. This playbook helps my team book more meetings, stay consistent, and have a process that we know is based on data, not just what we think might be working.

54

11 Comments

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.....

1

5 Comments

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

10

2 Comments

SDR managers that lead with pressure, will produce SDRs that sell with pressure. There is no better way to turn off prospects than with sales pressure. -----‐ SDR mangers that lead with empathy, will produce SDRs that sell with empathy. There is no better way to open up conversations with prospects than with empathy. SDR Managers, let your SDRs try new things, even if they fail. Let them detatch from outcomes and focus on process. Process>Outcomes= Better outcomes Thank you Aaron Kaplan and the GlideGrowth team for the great chat on the last Pod!

124

32 Comments

The process is as important as the end result. Better process = Better results = more revenue

5

1 Comment

If you want to get promoted, you can’t rely solely on quota attainment to land the job. Imagine you’re part of a 100-person SDR org. People are eagerly waiting for an SDR Manager role to open up. Now let’s say 60% of your org is overattaining against quota. That’s 60 SDRs who are just as hungry, driven and qualified as you are. Out of those 60, maybe 10% want to go the SDR Manager route. That means you’re competing against 6 strong candidates. All of whom have surpassed quota. (Not to mention the external candidates) If it was just about quota attainment, then the choice would be obvious... The person with the highest quota attainment would get the job. But that’s not how it works. Now imagine you’re somewhere in the middle of the pack in terms of quota attainment. But throughout the year you’ve: - Mentored new SDRs and helped them be successful. - Regularly networked with leadership to get feedback and guidance - Earned recommendations from your field team - Led team trainings and initiatives - Built a positive internal brand Even though your attainment wasn’t the highest… You’ve set yourself apart from the other candidates who rely solely on numbers to make their case. While it might not guarantee you the job. You make it easier for the hiring team to picture you succeeding in the role. So if you want to stand out, focus on what you can control beyond the numbers. It helps you go from being one of many, to the one they choose.

50

7 Comments

Behind every successful AE is a strong SDR. I hear crazy stories of AE and SDR's not getting along and blaming each other for mistakes. But i think the biggest thing i lack of communication. Not being clear on expectations from both of us. One my rule of thumbs, is an EOW recap meeting (usually less then 25 min) Why? I want to make sure were all on the same page. -Understanding what we both accomplished -Areas for improvement -Tips/Tricks -Coffee conversation to see how we both are doing. By having these simple conversations its allows you even build a strong relationship with your SDR or AE. Remember... Y'all are on the same team here 🏆

6

2 Comments

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

423

95 Comments

Two red flags when interviewing SDR candidates: 🚩 They ask you the same 3 questions everyone else asks - What is culture like over there? - What is a day in the life like as an SDR? - What are the next steps after this interview? Please don't 😩 I get these same 3 questions over and over and over again. There are much smarter ways to get answers to those questions, and there are far better questions to ask in the first place. 🚩 They only ask you 3 questions...... Seriously? You are about to commit the next 1-2 years of your life to a company you hardly know anything about? And work with a leader you've never met before? And you have...... THREE?! Questions?! This shows me you lack critical thinking skills and are not a curious person, both of which I NEED you to demonstrate to succeed as an SDR. Honestly, my favorite part of the interview is when candidates ask me questions, because it's the fastest way for me to see if they are legit or not. So, what questions should you ask hiring managers? And why does it matter? Jump on Thursday 3PM EST with me and Andrew Shapiro to find out 🧠 (link in comments) PS: Need help breaking into tech sales? Also linked in the comments is a free guide that'll help you do just that, you got this!!! #sales #sdr #saas #techsales #hiring #jobs #interview #outbound #prospecting

185

72 Comments

“Outbound is dead” just means you are lazy. I rarely make grand proclamations, but I just can’t see any other way around this one. I get it, sales is hard, probably harder than ever before but that doesn’t mean outbound is dead. As sellers, we just have to work smarter, get creative, and adapt. This means understanding new buyer behaviors and expectations and leveraging every tool in your arsenal to stand out and knock down the door. This may take a little more effort but if you aren’t willing to do it, there are bigger questions to be asked. Now I’m not one to say all this and leave you without an example. So, here is how I put this into action to book a meeting with an account I’ve been following since before I even joined Evabot. Work Smarter - I used Evabot AI for Sales Outbound 2.0 to keep an eye on this company as I got up to speed over my first 60 days. Got a notification last month that their account score had jumped to 94. I checked our research and saw they were announcing new products and expanding their sales organization. I dove deeper and found they were hosting a product launch webinar the following week so I registered and joined. Get Creative - I joined and watched the entire webinar to educate myself on the progress of the organization. I took a selfie while I was on the webinar and sent it with my gaining access email. It took 2 minutes, 120 seconds to get a response. This meeting took place earlier this week, my contact specifically mentioned how much he appreciated the approach, and we already have our next call scheduled. Adapt -  Would I have thought to include a selfie in an email a few years ago? Probably not. Did it take a little extra time in my week to join the webinar? Sure. But, times have changed and I want to be educated and informed to give my buyer the best possible experience. Truthfully, I think this is the most fun I’ve had in sales in a long time. Come try to bury me with outbound, I dare you. Respectfully, of course.

26

5 Comments

What most people think being an SDR is like: 🙄 Find leads Send emails Make calls What its really like... 😅 CRM admin Get hung up on Creating deals Using intent data Internal meetings Reading sales books Networking events Adopting a new tool Asking for referrals Send connection requests Handing over deals to an AE Celebrating other SDR wins Find contacts in the account Connect with 'below the line' Trial and erroring new scripts Disqualifying non-ICP inbounds Working with Marketing on ABM Speaking to people at tradeshows Send videos or linkedin voicenotes Told by a gatekeeper to send an email Research the account to find a 'why now' Prospect cancelling a meeting last minute Nurturing leads that objected to the timing 1-1 Training e.g. listening back to cold calls Prospects no show a meeting without warning Find accounts that fit ICP (this can also change) Analyse monthly data to find repeatable process Learning about differentiations to their competitors Email bounced so have to find another email address Reading notes on why an opportunity went closed-lost Organising your calendar to get the most out of the day Role play before a call session as call connects are lower Fact find with 'below the line' to have a more compelling reason to reach out Listen to industry podcasts (as you're speaking to people with 20+ years of experience) What have I missed?

127

17 Comments

Applying for an SDR role? Be ready for prospecting. What’s Prospecting? It's the art of finding potential customers for your company's products. Some companies give you a list, others want you to find leads yourself. 🎯 Tips for Success: ↳ Seek Guidance: Connect with current/former SDRs for advice. ↳Research Deeply: Know your leads' pain points and challenges. ↳Use AI Assistants: Tools like Lavender 💜 & Opnbx.ai are great for email writing and coaching. ↳Leverage LinkedIn: Explore best practices and resources. These tips helped me land 3 job offers. Have a great weekend ✌🏾 #SalesTips #Prospecting #SDR #CareerAdvice

22

2 Comments

The Power of a Great Sales Manager 🌟 Throughout my journey, I’ve seen firsthand how transformative a great sales manager can be. They are so much more than team leaders—they are mentors, strategists, and motivators who truly shape the success of their teams. 🚀 I’ve been fortunate to witness some incredible sales managers in action, and it’s inspiring to see how much of a difference they can make—not just for the numbers but for the people they lead. 💼✨ To all the sales managers out there who lead with passion, empathy, and resilience—you’re making a bigger impact than you know. 👏 #LeadershipInAction #SalesManagement #Inspiration #TeamSuccess #Gratitude

9

Bad SDR Manager vs. Awesome SDR Manager: 🔴 Bad SDR Manager: ↳ Wants to keep you in the SDR role to hit their metrics. ↳ Hovers and micromanages rather than empowering. ↳ Provides minimal coaching and skill development. ↳ Think that the answer is always more “activity”. ↳ Focuses on quantity over quality of outreach. ↳ Put out fires rather than anticipating issues. Compare that to... 🟢 Awesome SDR Manager: ↳ Supports your career growth and promotion. ↳ Gives you ownership and trusts your judgment. ↳ Invests heavily in ongoing training and feedback. ↳ Proactively improves processes to prevent problems. ↳ Uses metrics to coach and optimize, not just pressure. ↳ Wants to see their SDRs grow up & move up in their career. Great SDR managers make a huge impact early on in sales reps careers. Keep carrying the team. 💪 Subscribe to my newsletter - 🏆 Sales Synergy - 👉 Link in bio. Like, follow, and comment below 👇

333

52 Comments

SDR Leaders A little trick to share for teams is to insure a 90/10 balance of work vs social time. A little bit of fun and personality will push a team further than 100% business focus. We spend too much time at work to not have a little bit of fun. this is especially true for remote teams. #SDRLeader #teamhacks

2

Your Founding AE Will Make or Break Your Business—Ignoring Their Product-Market Fit Feedback? That’s a Fast Track to Failure Hiring a founding AE isn’t just about “filling a role”—it’s a high-stakes decision that can make or break your company. Think of them as your lifeline to the market. They’re not just selling; they’re the ones gathering real-time feedback on your Product-Market Fit (PMF), and ignoring their insights is like throwing away a roadmap to success. Here’s why their feedback isn’t optional—it’s critical: - They Know the Brutal Truth About Your Product - They’ll Define Success, Whether You Like It or Not - Scaling Without Their Insights? Good Luck - Competitive Intelligence You Can’t Afford to Ignore - Their Wins Validate Your Business Model The Harsh Truth: Ignoring Your Founding AE Is Self-Sabotage Your founding AE isn’t “just” a salesperson; they’re your closest connection to the market. Ignoring their insights on PMF is actively sabotaging your potential. Let their feedback guide you—it could be the difference between sustainable growth and an expensive lesson in what not to do.

1

Dear SDR Managers, quota doesn’t tell the whole story. That SDR who just missed quota? They’re always sharing feedback and refining outreach. They’re building a stronger playbook for the entire team. That SDR who spends time coaching others or finding creative ways to prospect? They’re raising the bar for everyone. Quota measures results, but it doesn’t measure grit, creativity, or the long-term impact SDRs make. So if you’re managing SDRs, ask yourself: Are you just managing numbers, or are you building future leaders for your sales org and company? SDRs are more than their quota. Much more.

132

19 Comments