"One of the AE leaders said they'd never promote one of our SDRs to an AE. How do I deal with this person?"

What’s a Rich Text element?

What’s a Rich Text element?

The rich text element allows you to create and format headings, paragraphs, blockquotes, images, and video all in one place instead of having to add and format them individually. Just double-click and easily create content.

The rich text element allows you to create and format headings, paragraphs, blockquotes, images, and video all in one place instead of having to add and format them individually. Just double-click and easily create content.

Static and dynamic content editing

Static and dynamic content editing

A rich text element can be used with static or dynamic content. For static content, just drop it into any page and begin editing. For dynamic content, add a rich text field to any collection and then connect a rich text element to that field in the settings panel. Voila!

A rich text element can be used with static or dynamic content. For static content, just drop it into any page and begin editing. For dynamic content, add a rich text field to any collection and then connect a rich text element to that field in the settings panel. Voila!

How to customize formatting for each rich text

How to customize formatting for each rich text

Headings, paragraphs, blockquotes, figures, images, and figure captions can all be styled after a class is added to the rich text element using the "When inside of" nested selector system.

Headings, paragraphs, blockquotes, figures, images, and figure captions can all be styled after a class is added to the rich text element using the "When inside of" nested selector system.

"One of the AE leaders said they'd never promote one of our SDRs to an AE. How do I deal with this person?"

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Got this question last week from a first-time SDR leader.

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Whew, this is a tough one. And we see this a lot with our clients.

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Here's the advice I gave the SDR manager:

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✅ 1) Proactively manage AE relationships

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Most AEs treat SDRs like assistants. They boss them around, tell them to create account plans, constantly change the accounts they want them to focus on, etc.

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As the SDR manager, YOU need to set boundaries on behalf of your SDRs.

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Try this:

- Get 1on1 time with each of the AE managers your team sets meetings for

- Set expectations and partner on how SDR/AE alignment and handoff will work

- Get 5-10 min. of their next team meeting to introduce yourself and share the process

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That last part is key. Get face time with the AE leader's team.

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✅ 2) Be your team's #1 advocate

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Treat your SDR's AE teams like your client. Provide a weekly (SMB) or bi-weekly (enterprise) update on your team's progress.

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This can be a simple spreadsheet with all the meetings you've set. The progress on those meetings, who they were set for, etc.

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Then add a paragraph or two of short commentary.

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Get these in the hands of the AE leaders you support and your Director.

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Shout out AEs doing a great job with the meetings. And shout out your SDRs.

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✅ 3) Strategically leverage your director

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You're going to run into challenges you can't fix on your own.

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Make sure your director has visibility into those issues. But don't make them personal.

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Don't come to your director with: "Dave is super hard to work with..."

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Instead, bring the data—and talk about what you've tried doing to solve the problem yourself: "I could really use your help. Dave's AEs cancel the most meetings out of any team. And have the lowest stage 2 conversion rate. I've tried..."

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Enroll the help of your director when needed.

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~~~

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What would you add to this list?

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Ready to chat?

Our programs aren’t for everyone. Book a call with us if your sales org has any of these goals below.
You need to pivot to outbound and reduce reliance on marketing.
You need to move up-market to land larger logos.
You need AEs to excel at self-sourcing their own opportunities.
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