AltiSales

AltiSales Blogs

AltiSales featured on Sales Hacker

Over the past few months, I’ve been constantly talking to VPs of Sales, SDR leaders, and SDRs themselves. One constant struggle I hear is the SDR to AE handoff. The problem is mostly centered around accountability, process and compensation. In this article, I’ll analyze the core issues that are deeply rooted within the SDR AE handoff process, and propose a few actionable solutions to address it, along with general best practices to follow. Note: My perspective is from an organization that uses mostly Outbound SDRs. Small changes may be needed to adapt this to inbound. SDR vs AE: Vicious Cycle of Blame The main problem I hear is finger-pointing, this is especially apparent on teams where there is a pod system and SDRs are paired to AEs, but it can happen on any team regardless of the setup. SDRs complain that the AEs handling their demos are not as good as other AEs, and that’s why their opportunities aren’t moving forward. The AEs on the other hand complain that the SDRs are just sending unqualified demos and therefore they aren’t on track to hit quota. Who’s responsible? How do you fix this? Continue reading at:
  • https://www.saleshacker.com/sdr-ae-handoff/
  • Read more

    AltiSales shakes the Sales Industry with higher pay for SDRs

    The biggest problem with companies putting together their GTM strategy is that they don't understand neither how to do it, nor what the hardest parts of it are. It is probably not difficult to understand that if you already have 10-20 unaffiliated customers that came in through inbound, you have product-market fit. To a certain extent your company knows how to close customers. Now, you just need to hire AEs, make sure they are dialed into the methods, understand the value proposition, the competitors, and usual obstacles and sales cycles, and you have a predictable engine of closing deals. The interesting thing is that the impact of an AMAZING Account Executive, versus the average, might be 1.5-2.5x. Your average AE might be at 70-80% of quota, and your best guy at 120-200%. If your numbers are more skewed than that, you're out of the ordinary. Full post: https://www.linkedin.com/pulse/why-i-pay-my-best-outbound-sdrs-more-than-most-aes-you-tito-bohrt/
    Read more
    blog

    Learn about the methodology

    Open Source Software Leader to Enhance Customer Experiences Through Process Improvements and Efficiencies SAN MATEO, Calif. – November 16, 2017 – Apttus, the global leader in Quote-to-Cash and Contract Lifecycle Management solutions utilizing artificial intelligence, today announced that Red Hat has chosen to expand its end-to-end sales process with the Apttus CPQ and CLM solutions. Red Hat delivers an open source stack of trusted, high-performing technologies that are used by enterprises. Open Source Software Leader to Enhance Customer Experiences Through Process Improvements and Efficiencies SAN MATEO, Calif. – November 16, 2017 – Apttus, the global leader in Quote-to-Cash and Contract Lifecycle Management solutions utilizing artificial intelligence, today announced that Red Hat has chosen to expand its end-to-end sales process with the Apttus CPQ and CLM solutions. Red Hat delivers an open source stack of trusted, high-performing technologies that are used by enterprises. Open Source Software Leader to Enhance Customer Experiences Through Process Improvements and Efficiencies SAN MATEO, Calif. – November 16, 2017 – Apttus, the global leader in Quote-to-Cash and Contract Lifecycle Management solutions utilizing artificial intelligence, today announced that Red Hat has chosen to expand its end-to-end sales process with the Apttus CPQ and CLM solutions. Red Hat delivers an open source stack of trusted, high-performing technologies that are used by enterprises.
    Read more

    Copyright © 2017 AltiSales Inc. Privacy Policy | Terms and Conditions