Gary O'Reilly’s Post

After nearly a decade of hiring sales talents in EMEA, I have noticed a trend in top performers, They share similar characteristics such as - Mastering their calendar and being relentlessly disciplined with it - Constantly outbounding and building pipeline even when target is already hit. - Getting mentored by people in the positions they want to be in. - Constantly learning new methodologies and courses to up-skill - knowing what numbers they need to hit on a daily basis in terms of basic kpis to ensure they hit target - Building there network and connections constantly - Selling in a consultative way, rather then pushy sales techniques and trying to constantly add value to their customers. What else do top Sales talents do or need to do to be successful in Sales?

So I've been an AE for almost 3 weeks now. Going great so far! I work mostly with SMBs. Technically speaking, it's "transactional" Sales. I'm trying not to let the "transactional" creep into my attitude, but it's just that most deals take 2 meetings, tops. All my prior experience in "closing" roles was with MidMarket and Enterprise. And there's something awesome about having a short sales cycle - you learn faster. You come up with a new idea, try it out 10 times, compare it with a "focus group" and toss it away - all within 1 week. It'd take months to do the same in Enterprise or IT Service Sales. Enterprise Sales is cool. But if you're still early in your career, transactional sales is the best thing you can do for your long-term growth. Lots of things could've gone differently for me if I reversed the order of companies in my employment history.

Can a Patrol Officer become an Enterprise Account Executive? Here’s Lawrence Smaller's story. After hearing about tech sales through his manager, Lawrence landed his first role as an SDR. The rest is history. Today, Lawrence is an Enterprise AE at AutogenAI. -- ⚙️How did you get started in tech sales? I began my career as a Patrol Officer at a Harbour Authority, managing marine medical emergencies. However, due to limited growth, I sought a change. My manager, a former tech salesperson, recommended I explore this field. Following his advice, I attended a 2-day sales evaluation in London, involving team tasks, presentations, and a pitch on my passion for a career in sales. After successfully completing these, I was hired as an outbound rep at Workday Peakon Employee Voice. 🚩What was the #1 misconception you had about tech sales when first starting out? The BDR role is often viewed as a stepping stone to a closing role. Reflecting on my career, I credit much of my success to the skills and knowledge I acquired in this position. From conducting detailed discovery calls, handling daily objections, and adapting to changing business needs. Many reps rush to move beyond these roles, but it's worth investing time in building your brand and value within the right company with leaders that invest in you, even if it means waiting longer for promotion. 🎯For current tech sales reps, what's your #1 sales tip? While you may be an individual contributor, it's important to remember that you're not working alone. Surround yourself with individuals who are genuinely interested in your advancement, whether it's in the sales department or any other field. While we all contribute individually, it's the collective effort and support from these individuals that significantly drives your career progression and deal closures. - ⭐️ Keen to share your story, or know a top performing SDR or AE that we should feature next? Shoot Ben Horwitz a message on LinkedIn!

Ever get annoyed someone reaches out about a job you’re “overqualified for”? It’s natural for our egos to be a bit taken aback…even if you have less of an ego than most. Here’s how I handle it, for whatever it’s worth. “Thanks a ton for thinking of me and trying to help out. At this point of my sales career, I’m focused on staying as (X) a mid-market AE/sales manager. Wish you the best in finding the right BDR. And happy to flag Y (company) to any potential top BDRs that I know.” And do the same if you’re under qualified. “Thanks a ton for the flattering note and context about Y (company name). With my background, I haven’t consistently sold into Z (Industry). My proven background is selling deals within sales tech, mar tech and HR. Is that a must have for your team or would you consider someone else if they check other boxes? No worries either way!” The candidate process becomes easier when you believe people intend to do well. Proving yourself as a candidate becomes easier when you operate from a place of transparency. #BensBest #Sales

Ever pondered the secret behind top sales pros excelling in commission-only roles? 🤔💼 It's the allure of unlimited earnings and the freedom to craft their sales approach that fuels their success. High-achievers are drawn to the challenge and the direct impact their efforts have on their income. 📈💰 If you've got the ambition and the sales prowess, a commission-based position could be your career game-changer. 🚀 Ready to leap into a role where your potential earnings mirror your talents? Let's chat about premier sales opportunities that fit your unique skill set. 🌟 #SalesCareers #EarningPotential #CareerGrowth

I went from SDR > AE > Enterprise AE > Sales Director > VP of Sales > CEO over 18 years. Here’s the most important things I’ve learned: SDR - Prospecting, rejection, targets AE - Customer interaction, sales process, pipeline management, quota Enterprise AE - Qualification & ROI, bigger quota Sales Director - Hiring and managing, huge quota. VP of Sales - leading, building and scaling, humongous quota. CEO - Starting back from SDR again The first few years of your career will shape your ENTIRE career, worry less about the promotions and focus on being the best. All falls into place when that happens.

You’re crushing it in Tech Sales… So why doesn’t it feel right? Let’s get real. You’ve hit your targets, secured impressive deals, stacked up wins. But you can see: ➙ The high turnover ➙The pressure to perform ➙ The limited growth opportunities This makes you question the long-term fulfillment of this path. Asking yourself ➡️ “Do I want to stay more years in Sales?” Wanting more after sales doesn’t mean giving up on your hard-earned skills. In fact, they’re the best foundation to pivot into strategic roles within the Go-to-Market function. You already have 80% of the transferable skills needed. Having Tech Sales experience can be extremely valued. Not sure which role to explore next? Here’s a starting point: 1️⃣ Identify your transferable skills 2️⃣ Find the high-demand skills in the GTM function 3️⃣ Understand which mission excites you most There’s your sweet spot for a successful transition. P.S. What’s been your experience with Tech Sales in 2024? Comment below ⬇

Sales success depends vastly on the strengths of the foundations. Build strong skills in the early days of your career. And growth will be inevitable. Stay focussed on skills. Follow right people. #Sales

Looking to expand your sales team? I've got 3 killer recs for you! 👇 This week, I found out that the incredible sales team I worked with at my previous company was let go due to the company's decision to shut down its US sales operations. These are some of the most driven, personable, and talented sales reps I've had the privilege of working with, and I’m thrilled to introduce you to them: Josh Clancy (left) - An incredible enterprise AE who consistently goes above and beyond. From driving an hour to personally deliver homemade cookies to a prospect to providing clear, experience-driven feedback to leadership, Josh is always willing to do what needs to be done to make the deal happen. Plus, he’s just a wonderful human being! David Neys (not pictured) - As the Head of Business Development, David built the first structured US BDR team and achieved phenomenal results quickly. He's a true marketing champion whose ability to align his outreach strategies with marketing approaches made him the best partner I could’ve asked for. Jonathan Patterson (center) - A rising star BDR with a background in education, Jon hit the ground running and never looked back. He’s a relentless learner who continuously refines his approach and is always keeps pushing for that next demo. His dedication and determination are unmatched, and I can't wait to see what his career looks like a year from now. 🚀 These three are ready to make a big impact on their next team. If you’re hiring, don’t miss out on the opportunity to connect with them. Trust me, they’re the real deal. #lookingforwork #hiring #sales #dreamteam

🚀 Unlock Your Sales Potential! 🚀 Dive into the dynamic world of sales careers! Whether you're a newbie or a seasoned pro, understanding the evolving landscape is key to success. From mastering tech tools to adapting sales strategies, the right skills can propel your career forward. 🌟 Join us in redefining sales excellence! 👉 Swipe up to discover more! #SalesSuccess #CareerGrowth #TechSavvy #ContinuousLearning #SalesCareers