Video · 16 min

How I Promoted from SDR to Enterprise AE (and Why Most Won't)

Tech Sales With Higher Levels Free Intermediate

How I Promoted from SDR to Enterprise AE (and Why Most Won't)

A first person account of the exact jump you are trying to make, including why hitting meeting targets alone does not get you promoted. Useful as a checklist of closing behaviour to start showing before you have the title.

Watch on YouTube ↗

The question it answers

  1. I have been an SDR for about 18 months. How do I actually make the jump to AE?

Read with it

  1. Evidence instead of folklore: 'did I catch you at a bad time' converts at 2.15% and leading with context converts at over 11%.... Gong Labs Article · ~8 min read The best and worst cold call openers (backed by data from 300M calls) Armand Farrokh
  2. The longest-running benchmark on SDR quota, ramp, ratios, comp and time to promotion, drawn from hundreds of B2B companies.... The Bridge Group Report · Benchmark report Sales Development (SDR) Metrics and Comp Report The Bridge Group
  3. This is where the SDR and AE split came from, and the summary gives you the whole model without the book. The rule that no AE... Predictable Revenue Article · ~15 min read 15-Minute Summary of Predictable Revenue Aaron Ross
  4. The reference explanation of all eight letters from the people who own the methodology, free to read. Use it as a deal... MEDDICC Article · long read MEDDIC / MEDDPICC Sales Methodology and Process MEDDICC
eChai Partner Brands The partnership →