Taylor Goodwin

IT Consulting Account Executive $80k base/ $120k OTE - REMOTE our established and growing #privateequity owned #franchise #msp client is looking for their second sales hire under their new #coo who has a deep #Itconsulting and #sales background you will report to the COO and Founder #remote ideal candidate lives near #south #scottsdale -national territory -sell into ANY industry - #manufacturers #majordistributors #financial #construction #hvac #education #localgovernment #transportation #healthsystems being key industries for them -TOOLS: they use monday.com, auto test (ticketing) foot works (quoting) and are open to hearing your thoughts on what tool to use (idr recommends Apollo.io) - they meet Monday morning, and Thursday afternoons via zoom, ideal candidate can work #westcoast hours - founder and coo both live in #arizona - hires in 2 interviews - COO will ask - what is your experience selling technology, how do you do your prospecting - will ask for a short presentation so they can see "how you would present and close" hires in less than 90 min of interviewing (me, founder, coo) - deal size range from $5k MRR (company with NO IT company, that this company is essentially replacing with their INTERNAL consultants) $20k MRR for companies that have internal IT but are looking for augmentation, monitoring, have multiple locations etc. OR up to $60k MRR for example one of their #healthcare clients looking to go from perm equipment to cloud - the company has been attending some local networking events, to build connections with buyers, the coo is VERY open to someone who can attend events on their behalf, or build online relationships/ network online (coo has been working remote for most of his career but sees the value in some of this networking) - this is a FULL cycle position, where you may own/manage this relationship for life, or in some rare cases work with the coo (his established relationships) they have one AM now, who worked with the coo for years. and does account management, customer care and procurement - this coo has lists in Excel (will eventually get a crm) and you will have the ability to call and email - they do not do any sequencing but VERY open to someone who has the ability to bring value, land meeting and close via sequenced emails. They are open to hearing YOUR ideas on what KPIS work (IDR told them 25-50 new, 50-75 dials minimum + other KPIS but are open to letting you do whatever works) - sells a variety of services, via channel relationships like #internet #databackup and wanting to get into more #cybersecurity #solutions - we have a relationship with this new account, via our advisor, who has worked with the COO for over 10 years and says he is a "great guy" :) we agree based on our time with him - commissions are UNCAPPED and OTE is an estimate, since they are #profitmargin heavy and #averagedealsize is inconsistent this is an estimate call me beep me

4

IT Consulting Account Executive $80k base/ $120k OTE - REMOTE our established and growing #privateequity owned #franchise #msp client is looking for their second sales hire under their new #coo who has a deep #Itconsulting and #sales background you will report to the COO and Founder #remote ideal candidate lives near #south #scottsdale -national territory -sell into ANY industry - #manufacturers #majordistributors #financial #construction #hvac #education #localgovernment #transportation #healthsystems being key industries for them -TOOLS: they use monday.com, auto test (ticketing) foot works (quoting) and are open to hearing your thoughts on what tool to use (idr recommends Apollo.io) - they meet Monday morning, and Thursday afternoons via zoom, ideal candidate can work #westcoast hours - founder and coo both live in #arizona - hires in 2 interviews - COO will ask - what is your experience selling technology, how do you do your prospecting - will ask for a short presentation so they can see "how you would present and close" hires in less than 90 min of interviewing (me, founder, coo) - deal size range from $5k MRR (company with NO IT company, that this company is essentially replacing with their INTERNAL consultants) $20k MRR for companies that have internal IT but are looking for augmentation, monitoring, have multiple locations etc. OR up to $60k MRR for example one of their #healthcare clients looking to go from perm equipment to cloud - the company has been attending some local networking events, to build connections with buyers, the coo is VERY open to someone who can attend events on their behalf, or build online relationships/ network online (coo has been working remote for most of his career but sees the value in some of this networking) - this is a FULL cycle position, where you may own/manage this relationship for life, or in some rare cases work with the coo (his established relationships) they have one AM now, who worked with the coo for years. and does account management, customer care and procurement - this coo has lists in Excel (will eventually get a crm) and you will have the ability to call and email - they do not do any sequencing but VERY open to someone who has the ability to bring value, land meeting and close via sequenced emails. They are open to hearing YOUR ideas on what KPIS work (IDR told them 25-50 new, 50-75 dials minimum + other KPIS but are open to letting you do whatever works) - sells a variety of services, via channel relationships like #internet #databackup and wanting to get into more #cybersecurity #solutions - we have a relationship with this new account, via our advisor, who has worked with the COO for over 10 years and says he is a "great guy" :) we agree based on our time with him - commissions are UNCAPPED and OTE is an estimate, since they are #profitmargin heavy and #averagedealsize is inconsistent this is an estimate call me beep me

2

IT Consulting Account Executive $80k base/ $120k OTE - REMOTE our established and growing #privateequity owned #franchise #msp client is looking for their second sales hire under their new #coo who has a deep #Itconsulting and #sales background you will report to the COO and Founder #remote ideal candidate lives near #south #scottsdale -national territory -sell into ANY industry - #manufacturers #majordistributors #financial #construction #hvac #education #localgovernment #transportation #healthsystems being key industries for them -TOOLS: they use monday.com, auto test (ticketing) foot works (quoting) and are open to hearing your thoughts on what tool to use (idr recommends Apollo.io) - they meet Monday morning, and Thursday afternoons via zoom, ideal candidate can work #westcoast hours - founder and coo both live in #arizona - hires in 2 interviews - COO will ask - what is your experience selling technology, how do you do your prospecting - will ask for a short presentation so they can see "how you would present and close" hires in less than 90 min of interviewing (me, founder, coo) - deal size range from $5k MRR (company with NO IT company, that this company is essentially replacing with their INTERNAL consultants) $20k MRR for companies that have internal IT but are looking for augmentation, monitoring, have multiple locations etc. OR up to $60k MRR for example one of their #healthcare clients looking to go from perm equipment to cloud - the company has been attending some local networking events, to build connections with buyers, the coo is VERY open to someone who can attend events on their behalf, or build online relationships/ network online (coo has been working remote for most of his career but sees the value in some of this networking) - this is a FULL cycle position, where you may own/manage this relationship for life, or in some rare cases work with the coo (his established relationships) they have one AM now, who worked with the coo for years. and does account management, customer care and procurement - this coo has lists in Excel (will eventually get a crm) and you will have the ability to call and email - they do not do any sequencing but VERY open to someone who has the ability to bring value, land meeting and close via sequenced emails. They are open to hearing YOUR ideas on what KPIS work (IDR told them 25-50 new, 50-75 dials minimum + other KPIS but are open to letting you do whatever works) - sells a variety of services, via channel relationships like #internet #databackup and wanting to get into more #cybersecurity #solutions - we have a relationship with this new account, via our advisor, who has worked with the COO for over 10 years and says he is a "great guy" :) we agree based on our time with him - commissions are UNCAPPED and OTE is an estimate, since they are #profitmargin heavy and #averagedealsize is inconsistent this is an estimate call me beep me

3

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

5 Reasons you should be using Mutual Action Plans in your sales process 1. Qualification 2. Setting Expectations 3. Facilitates Multi-threading 4. Establishing a mutual timeline 5. Improves deal forecast accuracy What did I miss?

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36 Comments

NOW INTERVIEWING: IT Consulting Account Executive $80k base/ $120k OTE REMOTE - HIRING ASAP our established and growing #privateequity owned #franchise #msp client is looking for their second sales hire under their new #coo who has a deep #Itconsulting and #sales background you will report to the COO & Founder of this location #remote ideal candidate lives near #south #scottsdale -national territory -sell into ANY industry - #manufacturers #majordistributors #financial #construction #hvac #education #localgovernment #transportation #healthsystems being key industries for them -TOOLS: they use monday.com, auto test (ticketing) foot works (quoting) and are open to hearing your thoughts on what tool to use (idr recommends Apollo.io) - they meet Monday morning, and Thursday afternoons via zoom, ideal candidate can work #westcoast hours - founder and coo both live in #arizona - hires in 2 interviews - COO will ask - what is your experience selling technology, how do you do your prospecting - will ask for a short presentation so they can see "how you would present and close" hires in less than 90 min of interviewing (me, founder, coo) - deal size range from $5k MRR (company with NO IT company, that this company is essentially replacing with their INTERNAL consultants) $20k MRR for companies that have internal IT but are looking for augmentation, monitoring, have multiple locations etc. OR up to $60k MRR for example one of their #healthcare clients looking to go from perm equipment to cloud - the company has been attending some local networking events, to build connections with buyers, the coo is VERY open to someone who can attend events on their behalf, or build online relationships/ network online (coo has been working remote for most of his career but sees the value in some of this networking) - this is a FULL cycle position, where you may own/manage this relationship for life, or in some rare cases work with the coo (his established relationships) they have one AM now, who worked with the coo for years. and does account management, customer care and procurement - this coo has lists in Excel (will eventually get a crm) and you will have the ability to call and email - they do not do any sequencing but VERY open to someone who has the ability to bring value, land meeting and close via sequenced emails. They are open to hearing YOUR ideas on what KPIS work (IDR told them 25-50 new, 50-75 dials minimum + other KPIS but are open to letting you do whatever works) - sells a variety of services, via channel relationships like #internet #databackup and wanting to get into more #cybersecurity #solutions - we have a relationship w/ this new account, via our advisor, who has worked with the COO for over 10 years and says he is a "great guy" :) we agree based on our time with him - commissions are UNCAPPED and OTE is an estimate, since they are #profitmargin heavy and #averagedealsize is inconsistent this is an estimate call me beep me

18

Do you want to break into an SDR/BDR role? Think about why. 99.9% of candidates we speak with struggle with this. Think about: -What keeps you going when times get tough? -What impact can a career in sales have on you? -What do you want to be doing in the next 3-5 years? -Do you have transferable skills (give me real-life examples)? It’s not: -I like talking to people -My family and friends said I have the gift of the gab -I want to help organisations improve their performance Spend 30-60 minutes answering this question. To figure out why YOU want to. It will help you stand out compared to thousands of other job hunters. #sales #salescareers #hiring #sdr #bdr P.S. If you can turn your answer into a story - even better!

12

1 Comment

SDRs don't work for AEs.... In fact, AEs should work for SDRs. If you're in a position to have an SDR helping you crack meetings you need to point them in the right direction with the right messaging and use cases. SDRs aren't your assistants. They're the tip of the spear. Cole Praver 🙌 #sales

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Natural Selection is taking place within the SDR profession. The SDR role is evolving, and those who fail to adapt risk becoming obsolete. To remain competitive, SDRs must: *I am no guru, this is purely from my experience and knowledge of how SDRs are finding success in this economic crisis* 🛠️Master multichannel outreach and utilize it daily 💊Becoming a master at Identifying pain points and creatively connecting them to your solution 🤖Incorporate AI into daily tasks 🙇Listen to disco, demos, and kickoff calls from your peers in different departments 📞Listen to your calls and grade/take notes on how you did on the call. Be brutally honest with yourself 📚Develop industry expertise for target markets 👔Tailor approaches to specific personas and industries 💪🏼Gain a deep understanding of your solution and the problems it solves 🧑‍🔬Continuously learn and test new sales skills 🧑‍🏫 Asking for & getting continuous coaching - thanks Steve Myers CISM for the suggestion. Outdated practices like mass emailing, generic scripts, relying on inbound leads, and limited industry knowledge are no longer sufficient. SDRs who embrace change and upskill will thrive in this evolving landscape.

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2 Comments

If you want to get promoted to AE, You need to have AE skills. And, unfortunately, most SDRs don't have them. Why? Because the SDR role and the AE role are very very different. If you just focus on developing your skills as an SDR and expect to get promoted to AE, You're kidding yourself. You'll get better as an SDR (which is table stakes for promotion), But you won't show you're ready for the next step. So how do you develop AE skills? By doing AE work. This means running calls. And it doesn't have to be customer calls right off the bat. Here's a strategy that worked for me: Schedule a mock call with a different person internally every week. There are 3 big advantages of this: 1️⃣ You get experience running calls and then get quick feedback on where you can improve 2️⃣ You get to work with different personalities and get different perspectives on how to best run a call 3️⃣ Word will get around internally that you're working on your AE skills, which will improve your internal personal brand This is how you take control of your own development. There are a lot of competition for these spots, So you need to make your promotion a no-brainer. There's no better way to do that than to do the job before you actually get it. #sdr #bdr #ae #sales #growth

1

I sat in on a very interesting QBR years back. The AE said the reason they missed quota was they did not get enough pipeline from their SDR. Me being me I immediately logged into Outreach to see what this AE was doing from a prospecting perspective. For the last quarter they had done virtually nothing from a prospecting perspective. So I asked what their prospecting plan was. 50 targeted cold calls per week 100 personalized emails This story really has two meanings. 1. Teach your AE's how to do outbound prospecting..I think we just assumed people know how to do it and use all the tools etc, have some enablement around it and a framework for them to follow. 2. If you don't have enough pipeline to hit your number..don't blame your SDR especially in a QBR when you have done no prospecting yourself. Anytime I missed my number as an AE it was because I did not have enough pipe and IT WAS 100% MY FAULT.

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51 Comments

More insightful thoughts from John Barrows. This is the reality we live in today!

7

If I had a dollar every time someone posted outbound or the SDR role is dead I wouldn't need to outbound. There will always be room for reps who can effectively reach out to their ICP via call, email, Linkedin or any other creative way to book discovery meetings. So, if you're an SDR instead of worrying if your role will exist in a year start worrying about how you can level up your outreach skills and make yourself invaluable to your org.

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Attention SDRs and Sales Reps🎙️ If you are not getting enough coaching, use Chat GPT to supplement the lack of support - P.S sorry you aren’t getting support 😥 Paste a transcript of your recorded call or role-play you did with a co-worker into ChatGPT (check with legal if you can do this) Ask ChatGPT to: • Analyze your call based on your call framework or script • Identify areas for improvement by asking Chat GPT (or whatever tool you may use) questions • Suggest alternative phrases to communicate value better Prompts you could use: "What did I do well on this call?” - Start off feeling good "What did I not do well?” "How could I have dug into the pain more? Please provide questions I could have asked?” “Can you give me 3 ways I could have handled the objections?” "Suggest alternative ways I could have gone for the close?” “Did I miss anything in the call that could have helped me go for the close?” A.I. will not replace you; the Reps who learn how to use it to help them improve will. If you are a sales or enablement leader and want to learn more about how you could leverage A.I. to help improve your team. Come to the Allego Sales Success Summit, where Sam Richter CSP, CPAE, will discuss how to use AI to help improve your sales team. https://lnkd.in/eKg3w7w2

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2 Comments

Average Call Answer Rate: 2% and It takes 20-30 seconds of ringing before a call goes to voicemail. It takes 49 minutes hitting voicemails just to have 2 real conversations. Only 2. And those 2 conversations aren't even guaranteed to result in meetings. In fact, most of the time, they don’t. This is the reality for outbound sales reps in 2024. However, every single department in the company relies on sales to succeed. Finance, engineering, logistics, security, you name it. Be kind to a sales rep today.

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Why should having a CAD and RMS provider with FedRAMP High Authorization matter to your agency? Dive into our latest blog to learn how FedRAMP High Authorization ensures your data and information is safe against evolving cyber threats. Ensure your agency is equipped to keep your systems secure, so your first responders can continue to help your community when they need it most. Read more here: https://hubs.la/Q02y6fQK0 #FedRAMP #Mark43 #Cybersecurity

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This might be a hot take, but tenured SDRs/BDRs should actively participate in as many live disco/demo calls as they can handle. Yes, even us Gongsters who preach cutting down meeting time to boost revenue generating activities. There are 2 main reasons why I still attend live calls, IN SPITE of having Gong: 1. Bridge the Skill Gap: Participating in more parts of the sales cycle is the best way to improve discovery skills, product knowledge, and business acumen, all of which will help me prepare for my next role before stepping into it. 2. Document Growth: Actively participating in live calls gives me a library of examples that demonstrate how my knowledge and skills have evolved over time—essential ammo for when it comes time to interview for AE. NOTE: if you merely sit as a fly on the wall during these calls, your time is better spent continuing to prospect and watching the call recordings outside of golden hours. The point is to actively prepare for and participate in these calls as if you are the AE running it. What’s your take on how involved SDRs should be in the sales cycle?

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SDRs/ AEs: Prospects owe you nothing before an initial meeting. They're not responsible for you being upset when they no show/ghost. I started taking ownership for all of the outcomes in my life a few years back. It takes what it takes -- and it's up to me and on me. Not where I want to be? I can change it. Not happy with my current state? No ones' fault but mine. Way better to operate through the lens of "it's on me" vs "why me :(" Focusing on what I can control and letting go of what I can't has helped decrease no-shows. End of the day, the prospect owes me nothing. But, I can make it a no brainer for them to join by focusing on what I can control. World keeps spinning if they don't show up - it's going to be ok. Indifference wins. P.S-- this is the exact scenario that makes practicing mindfulness, working on your inner game and building a great life for yourself outside of work critical, especially in sales.

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ABC - Always be closing 🤝 One of the most important parts of a discovery call is the close.... Hear me out, all the good work you've done around finding the pain and impact of that discovery can all be unraveled if you don't close properly. 📉 BDR/AE: "What do you think the next steps should be?" Prospect: "I'll have a chat internally and get back to you once I've spoken to my team. Can you send me some more information" The power is now in the hands of the prospect. Try this instead... BDR/AE: "It seems like you have some next steps in mind?" Prospect states that this removes the barriers and taps right into the prospect's thought process and "unlocks the floodgates of truth-telling" and their thoughts will come streaming out! Try it out! Does anyone else have any tips/advice for a discovery? #sales #india #bdr #ae #opentolearn

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