Marleyna Mohler

If an account executive is sharing feedback (positive or negative!), here are a few questions you can ask to decide how to incorporate it.  Is the feedback specific? To act on feedback, we have to have enough information to properly diagnose the cause. If an AE shares that an account was unqualified, did they share the name of the account and the particular reasoning? Do we know what led to the feedback? To act on feedback, you have to know what to change. Identify the specific behavior or proce ...Read More

Be transparent and share the “why”: Each SDR should be able to articulate the purpose of their role, the rationale behind their goals, and the methodology used to calculate key performance indicators (KPIs). While many teams have robust processes to determine these factors, they often fail to provide transparency to their teams. When metrics are perceived as being dictated without explanation or “handed down”, they become less motivating. Encourage individuality- Find areas where SDRs can flex t ...Read More

SDR leaders have a plethora of data to work with, but sometimes it is hard to know where to look. A good starting point is to map out your funnel and ensure you have a metric that measures both quantity and quality to determine which steps of the action are below expectations. Take cold calling as an example. In general, the key metric to evaluate the success of your cold calls is the number of cold calls required to book a demo or the percent of calls that result in a demo. Say you are seeing t ...Read More

Staying up to date:  It’s important to pick a medium that you like for content. Whether it is Linkedin, podcasts, email newsletter, or chat based slack groups, you want to make sure you are setting yourself up for success. If the content goes unread or unlistened to, you won’t build a consistent learning habit.  Personally, I find the most value in content forums where you can engage and ask follow up questions, hear multiple opinions on a particular matter, and even reach out the the original w ...Read More

SDR teams can work with marketing to optimize web content to generate interest, run ABM campaigns, strategize events, and develop content to accelerate deal cycles. Other internal collaborations might be: Partnerships- coordinate introductions to accounts through partners. Product- Identify accounts that could benefit from upcoming product enhancements and create sequences to share relevant information. Customer Success (CS)- Utilize CS's knowledge base to develop persona-specific playbooks that ...Read More