Getting better as an AE
Win more of the deals you already have.
My take on this move
Manan Sachdeva
I'm still writing this one: what actually changes, what to stop doing, and your first 30 days. The reading path below is ready now.
The path
Read in this order · 3 picks
8 things to act on as an AE
Why now A short checklist for your first quarter carrying a number.
Try this week: Pick two of the eight and put them on your calendar for this week.Great Demo!
Why now Most first demos tour every feature. This one teaches you to show what the buyer needs to see, and then stop.
Try this week: Rebuild your next demo to open with the one screen that solves the buyer’s main problem.Never Split the Difference
Why now As deals get bigger, the negotiation starts well before the pricing call.
Try this week: On your next discount ask, name what you hear before you answer.