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Making the leap: Insider advice on how to ace your first closing role in Sales

by
Pete Prowitt
Intercom
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Advice for Sales Development Reps

  • Ask if the approach generates more qualified leads that increase revenue and decrease deal cycles
  • Quota isn't the end goal; consistent top-performing is
  • Being ready for a closing role required 15 months experience
  • Identify key skills and shadow those who do it well

Transition from SDR to Closing Role

  • Reach out to peers if you start to panic about your revenue target
  • Know your business - competitors, products, opportunity stages, and how many will close
  • Make sure you understand what buying stage your customer is in
  • Build strong relationships with your customer to garner trust and understand their needs
  • Continuously ask for feedback
  • Stay curious with your customers problems
  • Stay organized
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