Sofie Hamersmith

"🎣 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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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 🏆

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2 Comments

Here’s what I’d do if I was looking for a new role as a BDR / AE - pick a list of mangers I want to be coached by / companies I want to work for - I’d then reach out to current and previous BDRs / AEs to get the real picture of what is going on (you will not get this from glassdoor) - I’d then use my network to introduce me to any contacts they have. Ideally the hiring managers / recruitment team - after referrals I’d cold call, connect on LinkedIn, video, voice note then email the hiring manager. In that order! - I’d then book a meeting to learn more about the role and base my questions on the conversations I’d had with the team - for bonus points I’d document my journey on here, like Tony Anything you’d add?

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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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15 Comments

The Future of SaaS Sales: It's All About Relationships 🤝 In the world of SaaS, building strong relationships with your clients is more important than ever. It's not just about closing deals, but about becoming a trusted advisor who understands their needs and helps them achieve their goals. Here are 3 ways I prioritize relationship-building in my sales approach: 📈 Focus on value, not just features: Show prospects how the product can solve their specific pain points, not just what it does. 💡 Become a resource: Share industry insights, offer helpful advice, and go above and beyond to support clients. 📞 Foster open communication: Encourage feedback, be transparent, and always be available to answer questions or concerns. Remember, in the SaaS world, it's not just about the sale, it's about the long-term partnership. #SaaS #Sales #RelationshipBuilding #CustomerSuccess

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