Anthony Natoli

QA Wolf - 80% Test Coverage in 4 Months

I have the privilege of leading the BDR team at QA Wolf.

Reporting directly to our co-founder/head of growth and partnering cross-functionality with RevOps, Marketing, and Sales to drive SAO & Pipeline production.

Manager, Business Development

The Revenue Lab

One of a few side hustles and passion projects.. 

We helped over 200 AEs & SDRs at B2B SaaS companies build a predictable pipeline through 1:1 & cohort-based sales training and consulting.

We've trained reps from companies you may have heard of: Gong, HubSpot, Salesforce, Outreach, Asana, ZendDesk, Pendo.io, 6sense, Lacework, ZoomInfo, Chili Piper, Clari, Seismic & more.

Co-Founder

Lattice

Partnered with People Leaders at Enterprises to make work more meaningful for their people.

FY23 Q4 attainment: 102%

Enterprise Account Executive

Outreach

New Logo Account Executive focused on companies with 500-5000 employees

-Built $1.2m in AE sourced pipeline in 9-months of ramp
-Closed 6 net-new logos in 9-months of ramp

Commercial Account Executive

Demandbase

-$2.5m in ARR closed/won
-FY20 Presidents Club
-FY20 144% quota attainment 
-Q1 2021 323% quota attainment

Growth Account Director | Mid-Market

-$800k of net-new ARR closed/won
-FY19 105% quota attainment

New Business Account Executive | Mid-Market

-FY18 130% Pipeline Attainment  
-Sourced over $2,000,000 in Closed/Won Opportunities
-Mid-market record for most meetings turned to pipeline in 1 month (22)
-Top SDR for Mid-Market Segment & rookie of the year
-Supported two AEs in our most strategic Mid-Market segment, San Francisco, CA
-Promoted to AE after 9 months in the role

Senior Sales Development Representative

Ethos Lending LLC

Full Cycle AE

150% quota attainment FY17 
125% quota attainment FY16

Presidents club FY16 & FY17

Senior Account Executive

Business Development Representative

Co-Founder at The Revenue Lab | Former SDR turned AE turned TBD 👀| Follow me for actionable sales, prospecting and growth mindset tips

Hey, I’m Ant! I’m a former SDR turned AE turned BDR Leader and I create content to help sales professionals in B2B SaaS prospect better to build more pipeline and generate more closed/won revenue.

I'm passionate about helping people focus on personal development, discipline, and healthy habits. 

I get energy & joy from helping and seeing others win.

From hitting rock bottom at 26 ➡️ trying to impact & give back to others 3.5 years later.

⭐️ Author and Contributor to LinkedIn Sales Solutions Blog
⭐️ Featued by hypcccycl by Justin Michael & JBSales by John Barrows
⭐️ Appearances on podcasts like '30 Minutes To President's Club' & 'Live Better, Sell Better' by KD.

I've work with & coached 100s of AEs & SDRs at companies like Gong, HubSpot, Salesforce, Outreach, Asana, ZendDesk, Pendo.io, 6sense, Lacework, ZoomInfo, Chili Piper, Clari, Seismic & more.

Huge New York Sports fan (Jets & Yankees).. Some things that give me energy, peace, and joy outside of ‘work’: spending time with friends & family, traveling, the beach, food, & dogs.

5 ways to find me and how I can help you:

1.) I have the privilege of leading & managing the BDR Team at QA Wolf.

2.) Free 3-minute weekly newsletter to learn 1 new sales tip: AnthonyNatoli.me 

3.) Prospecting playbook: anthonynatoli.me/prospecting-playbook

4.) 1:1 coaching and mentorship: I offer prospecting coaching and mentorship to a select # of SDRs and AEs every month, as well as sales coaching for SMB and Mid-Market AEs. DM me to learn more.

Don’t be shy, my DMs are always open!

Strategic Account Executive

The spray and pray approach isn't only related to a high volume of activities...

It also means you're going after a high volume of accounts.

Targeting a wide breadth of companies is spreading your team thin.

We only have so much effort to exert in a day.

Instead, deploy the 80/20 rule.

Spend 80% of your time on your best 20% of accounts to prospect.

Not the other way around.

No amount of tools, cold calls, or cold email tactics will help you if you're not targeting the right people with a relevant message.

You can't out-train a bad diet...

And you certainly can't fix your prospecting issues with bad messaging or account selection.

Your level of success isn't determined by how motivated you are.

Your level of success is determined by how you show up when you don't feel motivated.

Motivation is a feeling.. It comes and goes.

Motivation causes you to give up when:
-don't feel like it today (which turns into multiple days)
-you don't see progress right away
-when things get inevitably hard
-feeling lazy

Stop doing things to drive you to feel motivated.

And start building discipline as a habit.

Everyone wants to get promoted but not everyone wants to do what it takes.

Here's an example of the types of things I did to progress in my career:

I didn't go from SDR to AE in 9 months & then MM AE to Enterprise AE in ~4 years by accident or just hitting my numbers.

1. Made my path known: I made sure everyone, even my teammates, knew my exact intentions.

It was clear what my goal was and my action plan was clear on how I was going to get there.

2. Did what others wouldn't

IE: Everyone up for promotion has exceeded quota.. You need to stand out.

SDRs, build a great relationship with your AE(s); you'll be surprised how your name starts to get brought up to your future boss.

IE 2: Build your internal personal brand..

3. Be known for something.. Become a subject matter expert.. Share your wins & losses in public.

4. Speak up

I often volunteered to speak up in team meetings, town halls and SKOs.. Again, doing what others wouldn't because it was "uncomfortable" 

5. Build internal relationships 

I would get coffee with our CEO, CRO and head of Sales and make my intentions known, ask good questions and understand what they're looking for.

6. Invested in myself

Therapy, coaches, books, courses, building my personal brand -- you name it. 

I invested heavily in myself & took action from my learnings -- again, your sales skills are half the battle. Those that put in the work to invest in themselves will naturally outpace those who do not.

By doing all of this, when a promotion spot was open.. I was the obvious choice; it wasn't even a question.

I know many others who have taken a similar path and guess what? 

They are thriving in their careers and have progressed quickly.

What are you going to do today to stand out? 

P.S -- if you don't want to stand out and just do your normal job while progressing at an average pace, that's totally fine.

This quote from Mel Robbins got me:

"Stop being jealous of people that are winning...

You have no idea what their life looked like when they were losing."

More people need to take this advice before they judge others without knowing their story.

As much as I love WFH, there’s nothing like some human interaction. 

Great to be out and about in NYC this morning with some of the QA Wolf team!

This is your sign to get up and go outside.

Investing in yourself is one of the only "silver bullets" I believe in.

For the past few years here's how I have invested in myself:

-Gone to therapy for the last 4 years
-Joined a group & got a sponsor for my gambling addiction
-Invested in coaching with Alex Kremer to be more abundant 
-Starting with a new therapist who focued on eating behavioral therapy on Monday
-As a new BDR leader, sought out mentors and got intros from folks like Ralph Barsi who intro'd me to Parker Eide
-Reached out to old friends Cody Tse and Jay Tuel to have them mentor me and meet with me once a month
-People like Kevin "KD" Dorsey and 🏄‍♂️ Scott Leese are a message away from helping me
-Justin Welsh basically guided my side-venture journey and featured me in his newsletter
-Got to know Tom Alaimo as a good friend and he's made me a better person

In some ways, it's a monetary investment and in other ways, it's an investment in building meaningful relationships.

Having the courage and self-awareness to ask for help is absolutely a cheat-code

The takeaway here is that you do not have to be on this journey alone.

Surround yourself with incredibly smart people who lift you up.

My current state today is simply a sum of my actions and habits, and the people I've surrounded myself with the last few years.

What people think they need to start to change:
-The perfect time
-Things to be easy

What people actually need to start to change:
-Consistency
-Acceptance
-Discomfort 
-Discipline
-Courage
-Action

Focus on progress, not perfection.

Just realized my newsletter passed 4k subscribers.

Started it last year as a way to continue to get my thoughts out & help others.

I don't claim to have all the answers.

I don't claim to have any silver bullets.

I just share what works for me.. Maybe it can help you, too.

Going to be doubling down here moving forward..

Sharing my lessons as a new BDR leader and more actionable prospecting tips from the trenches :) 

Want to join 4k+ others? Check it out here: https://lnkd.in/e2cJkJqr

There are some people I would like to call out...

Who have made an impact on me in the last few weeks..

Because we don't say thank you enough as a society:

Tom Alaimo: thanks for being a great friend. It's wild how we met on LinkedIn and blossomed into a great friendship. I appreciate you greatly.

Tanner Warner: Met you bc of Tommy Tahoe ^ -- thanks for helping me dial in my side venture logistics and being a great friend in the process despite me being a PITA sometimes.

🏄‍♂️ Scott Leese: thanks for always keeping me honest by telling me not what I want to hear but need to hear and being a text away.

Alex Kremer: Thank you for helping me work through my areas of opportunity/improvement and driving tighter alignment with my purpose & intention.. Alluviance. Campfire vibes all day.

Kyle Willis: thanks for chatting with me for 30 minutes yesterday about life and some things I am going through -- felt like I knew you for 10 years.

zoë hartsfield 🌊: thank you for answering my message the other day so quickly without judging me and just being a good friend while having my back; no questions asked.

Darren McKee: thank you for randomly messaging me Monday morning when I was absolutely going through it mentally. Your simple message (per usual) helped ground me.

Scott W.: Thank you for taking a chance on me and pushing me to hold myself to a high standard. Working with you is making me a better person & professional.

Brian Lee: Thanks for being a great leader and helping me navigate my ramp.

Veronika Fischer: Appreciate you helping me as I onboard and learn the ropes of QA Wolf and being a great partner to the BDR org.

My BDR squad: Thank you for pushing through a tough last couple of months and staying consistent. The way you each show up every day is inspiring. I'm really proud of each of you (Cadi Perez Leah Reimer 🌊 Jared Dietz Adrian Lemiski)

Jared Robin: thanks for being a great friend and checking in on me.. You always know the right time to shoot me a text.

Parker Eide: thanks for meeting with me on a whim and while we only met once (+ more meetings to come) you've already helped me immensely. 

I'm sure I missed a few people, but I think it's appropriate to thank these folks publicly.

Gratitude as always!

Here's your sign to surround yourself with smart, inspiring, and great humans.

4 months...

Today marks 4 months since the start of 2023..

Where are you at today based on your 2023 goals?

The start of the month is a great opportunity to take personal inventory. 

Have you stayed disciplined and continued to take action?

Or, has the motivation gone away, and you're back to the old habits prior?

Either way, your previous daily habits & actions made up your reality today.

So, take personal inventory today because the last 4 months are in the books.

And today, you get to make a choice:

1. Choose to take action towards a different & better life for yourself
2. Or don't 

Either way, it's on you to make that choice.

You're 1 small step away from a different future.

A friendly Wednesday reminder:

Courage isn't what you've been told... "Man up!" .. "Just push through it!"

Courage looks like this:

-Accepting you have a problem
-Consistently taking personal inventory 
-Accepting your flaws & character defects
-Admitting to yourself & someone else you need help
-Taking action on your flaws & problems despite it being hard
-Realizing you don't need to have all the answers or it all figured out
-Realizing that it's okay to ask for help and that you don't need to do it alone

Courage is having the ability to expend your physical & mental energy on the things you can control...

And letting go of the things you can't.

The art of showing up on a consistent basis despite things being "hard" is massively underrated. 

Cheers to everyone doing so... Good things are coming your way!

😎 

You are what you do, not what you talk about.

For the longest time, I desperately wanted to "change" my current state.

However, I wasn't willing to do the work to actually change anything.

So did I really want it that bad?

Or did I just like the idea of it..

Probably the latter. 

What was I left with?

The same results. Over and over again.

Until one day, I actually decided to take action and give myself a chance.

But not just taking action when it was convenient and when I felt motivated.

I found that the growth came from taking action on most days when I didn't "feel like it"..

Let's use my gambling addiction as an example.

Did I want to attend gamblers' anonymous meetings every Saturday, Sunday morning in person & then every week on Zoom during the pandemic?

Heck no.

Did I want to get a sponsor and work the 12-step program?

Heck no.. I wanted to be a normal 26-year-old.

Did I do those things anyway? Yes.

The results?

An entirely new person 3.5 years later.

No gambling in 3.5 years + all the residuals and trickle-down effects of not gambling. AKA restoring my life.

I am going through a similar bout with my compulsive eating...

I'll use the lessons I learned through my gambling recovery to get through this.

Whatever you're struggling with.. Know that you're 1 choice away from starting down a better path for yourself.

It's not about "proving others wrong"

It's about "proving yourself right"

Stop living for others.

Start living for yourself.

I can promise it will make you way more happy.

monday.com has been an absolute game changer for Natoli's Nuggets.

Let me share why:

-Personal CRM via monday sales crm
-Task & project management
-The ability to send emails

I use it with my newsletter, too. 

I'll export folks who have replied or commonly open emails so I can engage them more thoughtfully.

If someone signs up for 1:1 coaching, I can run an entire onboarding plan via monday sales crm, too.

Want to check it out for free? Head here: https://lnkd.in/epmXgmbh 

#crm #mondaydotcompartner #salescrm 

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