SDR → Account Executive
You've been booking meetings. Now you have to win them.
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
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.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.MEDDICC
Why now The shared language most enterprise teams use to qualify. Read it before you forecast a large deal.
Try this week: Score your three biggest open deals letter by letter and mark where you are guessing.