It’s challenging to be in sales right now, and keeping up isn’t enough – it’s time to get ahead of the curve. Bringing AEs and BDRs together to learn from each other will make your organization stronger and more cohesive. In today’s episode, our host Donald Kelly meets with Katie Swick, the Global Sales Enablement Lead at Stripe, to hear how her team’s collaborative approach to learning has revolutionized the way they sell.  

 A Symbiotic Relationship

• When AEs help educate BDRs, the BDRs in turn become better at finding quality leads. This makes the AE’s job easier in the long run.
• BDRs learn better prospecting skills AND what makes a good AE through the program. This makes them more effective in their current positions but also prepares them to be great AEs in the future.
• AEs also report learning a lot from the process and see the value in training BDRs – they volunteer to help out!

 Getting Ahead of the Curve

• BDRs need to understand how to “lose fast” rather than hang on to prospects that aren’t going to go anywhere. AEs can educate BDRs on how to identify qualified leads.
• Technology is moving quickly, and prospecting in particular has changed a lot. BDRs can help AEs upgrade their prospecting skills.

 Bridging the Gap Between AEs and BDRs

• In cases where AEs are too busy to handle all potential accounts, BDRs can jump in and help move smaller clients through the pipeline.
• AEs also, in some cases, will help BDRs with prospecting to add to the top of their sales funnel.

 “The program is really meant to stay at that cutting edge and say, ‘Hey, what’s working? What’s not? How do we take advantage of that?’ Because we know that a sales technique that worked two years ago probably isn’t going to work today.” – Katie Swick

 Resources

Reach out to Katie Swick on LinkedIn

 Sponsorship Offers

1. This episode is brought to you in part by LinkedIn.

Are you struggling to close deals? Cold outreach wastes the buyer and seller's time at every stage, especially when sellers are using shallow and outdated data.

1. Your organization can overcome these challenges with technology that translates comprehensive, high-quality buyer data into real-time insights.

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Try LinkedIn Sales Navigator and get a sixty-day free trial at linkedin.com/tse.

2. This episode is brought to you in part by TSE Sales Foundation.

I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation.

 Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

hubpspot.com/marketers

bluemangostudios.com