Clip from Episode 22: Top SDR – Florin Tatulea – Actionable Prospecting Tip to Get More Meetings:
It’s a very interesting transition. I’ll be honest. The AE role in itself is a lot harder than I thought it was going to be and I think one thing a lot of SDRs don’t realize just because the SDR role in its nature is it’s a very high level role where you’re talking about the value proposition of the platform and you can actually say that value prop within a couple of sentences and then do a discovery. The thing about the AE role is that that’s when a lot of objection handling comes into play. How do you navigate through different types of organizations. How do you deal with an RFP. How do you deal with procurement. How do you deal with lawyers. So there’s a lot more strategy involved there but it’s definitely a lot of learning so I’ve only been in the role for about a month and a half now but trying to ramp up as quick as possible.
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