Anthony Natoli

Lattice

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

Enterprise Account Executive

The Revenue Lab

A sales training and consulting company that helps AEs and SDRs at B2B SaaS companies build predictable pipeline.

Co-Founder

Humantic AI

Advising the Humantic team on GTM strategies.

Strategic Advisor

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

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

Im also passionate about helping people focus on personal development, discipline, and healthy habits. You can feel fulfilled in your work and your life, not one or the other.

From hitting rock bottom at 26 ➡️ trying to impact & give back to others as a Top LinkedIn Sales Voice.

⭐️ Top 25 AE to follow in 2022 by Demandbase 
⭐️ Author and Contributor for LinkedIn Sales Solutions
⭐️ Appearances on podcasts like '30 Minutes To President's Club' & 'Live Better, Sell Better' by KD.

I'm an advocate of prioritizing mental health, mindset, and wellness for sales professionals.

I aim to break my comfort zone, make my parents proud, and strive for progress daily.

Outside of LinkedIn, you’ll find me enjoying the Jersey Shore, traveling, eating good food, hanging with my family & dogs, and enjoying all things fitness and New York sports.

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

1.) Strategic AE at Lattice - partnering with People Leaders to make work more meaningful 

2.) Free weekly newsletter: 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.

5.) Co-Founder of The Revenue Lab - paid private community for revenue professionals looking to prioritize their mental health and wellness. We provide sales consulting & training to a select number of teams and companies.

Don’t be shy, my DMs are always open!

Strategic Account Executive

Last night, millions around the country witnessed the scariest sports moment in history.

Buffalo Bills player Damar Hamlin suffered cardiac arrest.

Millions took to social media.

Most good, and of course some bad.

Prayers, coming together, and realizing how precious life can be.

Realizing that the game did not matter.

All focus was on Damar and hoping he would be okay.

For me, it was also a reminder that:

1. Humans, at our core, can put our differences aside and come together (but why do we need to wait until a tragic moment like this?)

2. Life is truly precious. Hug your loved ones, take advantage of each day, and cherish every moment.

In addition, it came to light what an amazing 24-year-old man Damar is.

Each year, he does a toy drive for his hometown in PA. 

Before the injury last night, he had a GoFundMe with a goal of $2,500.

As of 8 am EST today, the GoFundMe is over $3 million dollars!

An incredible display of humanity and humans coming together.

All with the hope for Damar to pull through and make a full recovery.

Per the Buffalo Bill's Twitter page, Damar's vitals are good but is still in critical condition.

Let this be a reminder to not sweat the small things and to be grateful every single day...

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

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When I was an SDR, I hit over 120% of my quota each month 🎯 

How? Without knowing it, I created a system & framework for myself.

Here are the 4 things I was doing to get me to my goal:

1️⃣ Prospecting with intention

-Before ever reaching out to an account or contact, I had a strong why.
-I would also figure out where the prospect was in their buyer's journey and adjust messaging accordingly

2️⃣ Change touches based on prospect engagement

- For example, if someone opened my email 3+ times, I would skip the next step and call immediately
- Also, if someone opened my email, I would send a note on LinkedIn like "wanted to put a face to the name"

3️⃣ Be intentional with my AE 1:1's

-Rather than asking my AE to guide me, I would bring insights and suggestions to them.
-I would also come prepared with questions
-Finally, build a relationship with them... they'll have your back when it comes promotion time.

4️⃣ Create a system via your calendar. Example:

-I would sequence X amount of contacts per day. I had a time block from 8-8:30 to research and then 8:30-9 was to actually sequence them
-I would use this same method for calls and emails

Want more of my exact outbound & prospecting strategies?

Join 2,100 other sales professionals here in my free weekly newsletter: https://anthonynatoli.me/

Tomorrow I am breaking down my favorite email templates that are working for me in 2023 so far.

I had a gambling addiction but I haven’t made a bet in 1,147 days.

I had an issue with my finances but I paid off $100k+ of debt

I had an overeating problem but I lost 60 lbs.

Your past does not define you.

And your ‘flaws’ can be turned into superpowers.

Life is full of choices and the choice is yours.

Self-acceptance is the first step to inner peace and freedom.

What’s one thing you want to change and what’s holding you back?

Do you know what's worse than a selfie of me on LinkedIn?

The 2 big mistakes new AEs and SDRs make. Which are:

1. Thinking the initial objection is the actual objection.
2. Pitching immediately after a prospect asks a question.

By doing so, you never uncover what the prospect truly meant.

And you'll end up exhausted after you lose the deal to your competitor because they asked better questions, like me in this post-gym selfie. (did it for the trend) 

So when you feel like pitching after a prospect asks you a question, follow this next line instead:

"Happy to share, but I'm curious; what makes you ask that?"

Don't listen to pitch.

Seek to understand instead...

You never know what you may find...

What other mistakes do new SDRs and AEs make when interacting with prospects?

Also, what a workout this morning!

My 30th birthday is tomorrow.

For the community over 30…

What’s 1 piece of advice or lesson you know now that you wish you knew at 30?

Tonight if you:

-And your family are healthy
-Have a roof over your head 
-Get to have a warm meal

You have a ton to be grateful for.

There’s some people out there who would call your problems a blessing. 

Perspective 👏

6 dreadful outbound email openers that fall flat:
•Hope you are staying safe and healthy!
•I'm reaching out to touch base
•Happy Monday! My name is..
•Hope you are doing well!
•Just wanted to follow up!
•Hi, my name is X and I'm your new point of contact

6 relevant outbound email openers that don't fall flat:
•It's interesting that...{insert relevance}
•Seems like...{insert relevance}
•Feels like...{insert relevance}
•Saw that...{insert relevance}
•How's {insert relevance} going?
•You might be X given {insert relevance}

A relevant observation, point of view, or hypothesis is critical in your first line.

✅  Today's the last day to snag early bird pricing for our February Prospecting Cohort! 

15 spots left here: https://lnkd.in/dMmsUKWE

AEs: The days of relying on marketing & SDRs for your pipeline...Are..

Over. At a minimum, you should have 3x pipe coverage.. 

Here's 4 ways (of many) to start building more pipeline TODAY:

1. Have a system: winging it is the worst thing you can do when prospecting, yet it's the number 1 issue I hear from AEs right now as it relates to prospecting.

-Depending on your segment, choose a number of new accounts and contacts to sequence every week.

*I love the 5x5 ... 5 new contacts at 5 new accounts (25 total contacts) -- this is a great system for Mid-Market / Enterprise

-Niche time block to hold yourself accountable.. Even if it's an hour a day for task execution.

-Delete instagram and Twitter from your phone. What's more important, doom scrolling or building pipeline? (sorry for being harsh but not really)

-Reflect at the end of each day.. "Did I do what was in my control today?"

2. Figure out how you're going to attack your accounts: 

-Enterprise AEs should start creating account plans with strong POVs for their top accounts

-Mid-Market AEs: you should have a mix of highly relevant Outreach to your tier 1 accounts and leverage some automation for lower levell contacts at tier 2 and tier 3 accounts 

-SMB AEs: you should be hitting a higher volume of accounts/contacts each day via phone/email 

3. Stop wasting time on random personalization, instead use scalable relevancy. 

-To do this find triggers about your prospect or the account. Your trigger is the reason 'why' you're reaching out

-Once you find your trigger, pair it with a relevant persona-based problem-statement

4. Leverage closed/lost reports and job change alerts 

-Build in your CRM and set up job change alerts in LinkedIn Sales Nav

There's a ton more you can be doing, but this is a great place to start.



✅ P.S -- we started a Prospecting Bootcamp to help you learn how to build a 7-figure pipeline in 6-weeks..

Live sessions, Slack Community, Office Hours + more

✅  the January cohort is sold out and happening now but you can sign up for February's NOW...

I’m convinced 90% of success in sales comes from focusing on what’s in your control and letting go of what’s not. 

Aim for serenity daily 💪🏼

How to run a successful SDR team:

Old Way:
• 100s of calls/emails
• Hire for experience only
• Long hours & boiler room mentality
• Outdated technology and no training
• Underpaid, overworked & stressed out

New Way:
• Quality outreach
• Hire for intangibles
• Work/life balance....
• Great tools & enablement
• Paid fairly & clear path to promotion
• Allowing them to invest in themselves

Want to stop winging it when it comes to prospecting and booking meetings? 

Me and Tom Alaimo started a 6-week Prospecting Bootcamp.

Early Bird for the February Cohort is open now. 

DM if you're interested, 40 spots left.

11 things I am leaving behind in 2022 (for good)

1. My comfort zone
2. Blaming other people
3. Things I cannot control
4. The need to impress others
5. People who are energy drainers
6. Saying yes to things I don't want to do
7. Self-sabotaging and self-limiting beliefs
8. Thinking being busy means being productive
9. The idea that I need to do everything on my own
10. Expectations of anything & anyone other than myself
11. Not taking responsibility for my own life, actions, and outcomes

There's more to this list, but these are top of mind!

What are you leaving behind in 2022 for good?

I put together a free resource for all SDRs & AEs out there prospecting. 

1. 6 incredibly helpful cold-email CTAs
2. 6 attention grabbing & crisp email openers

You can access to the Notion Doc here: https://lnkd.in/eZxwE4zB

I'll be putting out more of these in the future!

Here is one of the cold call openers I use:
---

First: Hey, is this {{INSERT NAME}}?

Typically the prospect: Yeah, who's this?

Then: Hey, this is Anthony with Lattice, does that ring a bell at all?

*Use this opener if they have opened my email before or downloaded content*

Them typically: Either yes or no

Me, either way: (No worries/Great), you weren't expecting my call, can I take a couple of seconds to explain why I reached out to you specifically?

Them, typically intrigued: EIther sure/objection

Me: {{Insert relevant reason for reaching out backed by my own trigger OR Insert question to better understand objection}}

---

Most people overcomplicate call openers.

My goal with the call opener?

Use it as an opportunity to show I am human and get the prospect to let me explain why I was calling.

✅ Looking to uplevel your prosecting game in Q1? 

We have 10 Early Bird Spots left in our 6-week prospecting bootcamp: https://lnkd.in/dMmsUKWE

Today is my 30th birthday. 

And, I am feeling an enormous amount of gratitude. 

So here are 31 life lessons I've learned up to this point:

1. Some people are brought into your life for a period of time to teach you life lessons. Be grateful for them.

2. Not everyone is going to like you, and that’s okay.

3. If someone wrongs you, don't play the victim. Honor your feelings, let go and move on...

4. Your self-worth is not based on external and materialistic things.

5. Aim to get to a place of serenity each day: focusing on the things in your control and letting go of the things you can’t.

6. Stop trying to impress everyone, you don’t even like everyone.

7. Not giving up on yourself when things get tough is a huge flex.

8. Prioritizing time with family is something you will likely never regret.

9. If something is important enough to you, you’ll prioritize it.

10. Having goals isn’t enough.. You need to have a strong “why” tied to them.

11. Discipline = freedom. Discipline beats motivation all day long.

12. I’d rather be consistently good than occasionally great.

13. Proper hydration and sleep will give you more energy than you think.

14. Delay caffeine for 90 minutes when you wake up to avoid an afternoon crash. Drink water w electrolytes instead when you wake up.

15. Alcohol is overrated. If you do consume it, limit it.

16. Use cold showers, read, exercise, etc because they make you feel good, not for a silver bullet for success.

17. We spend the majority of our adult life w our partner, choose wisely. Love is underrated.

18. You can’t love others if you don’t love yourself.

19. Addition by subtraction is real. Cut things out of your life that don’t serve you.

20. Life is way too short... Prioritize how you spend your time.

21. Pick up the phone and call your parents and close friends. Nothing beats hearing their voice. A text works, too though!

22. Acceptance, courage, and discipline are wildly underrated tools for building new habits and ridding of old ones.

23. Show me your daily actions/habits and I'll show you your future.

24. Gratitude > Resentment -- practice it daily.

25. The most powerful story is the one you tell yourself.

26. You seriously are what you repeatedly say & do.

27. The things you like now, aren't the same as 10 years ago.. Constantly be updating your internal iOS / software

28. No one thinks about you as much as you think they do.

29. You are ENOUGH. You are more than enough.

30. The good 'ol times? They're happening right now.. Learning to become mindful of the present moment is powerful.

31. It's courageous to ask for help.

What would you add? 

A massive reminder:

Your mental health should never "take a back seat" to anything.

After a long day, bad week, etc.. Prioritize what matters.

Don't ignore your feelings & emotions.

Your feelings & emotions are often a call to action.

The saying on this coffee mug from my mom helped changed my life in a big way.

-My thoughts
-My decisions
-My relationships
-The way I showed up 

There's a thing about moms.. they just know when something is going on.

And my mom.. she's one of those moms. 

At the beginning of the pandemic, I moved back East after living in San Francisco for 5.5 years. 

I was at the beginning stage of transformational change in my life.

They were tough times & moments, to say the least. 

One day, my mom got me this mug. 

A small action that would have a massive impact...

That's just what moms do.

She explained to me this phrase: "if it's not a hell yes, it's a no"

So often, we're wrapped up in pleasing everyone. 

We make decisions, have thoughts, & show up based on our ego & we usually forget what actually matters to us.

My call to action? 

Look at areas of your life and determine If they have been a hell yes or not for you.

If it's not a hell yes, then it's a no.

Life is too short to not be full of "hell yes's"

My heart is filled with joy!

We just wrapped our first session of the January Prospecting Cohort!

60 attendees live on Zoom learning how to fill their pipeline for 2023.

Investing in themselves!

In addition to the live sessions, we'll hold:

-Live office hours
-Community calls with guests
-Live Slack community, getting better together

Next cohort launches in February! Want a spot? ⬇ 

Yesterday I received a DM from someone...

Their friend was struggling hard; including a gambling addiction.

He immediately thought to reach out to me & see if I could help.

Of course, I said yes. 

This is literally why I started posting on LinkedIn in the first place.

To help others.

To make an impact that's greater than me.

So, to anyone out there who has something to share, I encourage you to do so.

There's no greater feeling of fulfillment than being able to use your past experience to now help others.

And for anyone going through anything today, I encourage you to ask for help.

There's people out there that want to help.

Here's how I gained 20k+ followers on LinkedIn while maintaining success in my job as an AE over the last 12 months while posting every day for over 365 days: 

1. Niche time blocking & Saying No

I started to get very specific with my calendar and intentional with how I spend my time.

By time blocking, I found hours in my day where I was doing nothing and replaced that with intentional activities related to my goals.

Each Saturday and Sunday morning, for 30 minutes, I have focus time for writing. 

These are my posts for the week.

I also time block for engaging with comments.

I also say no more than I ever did before. 

Say no to self-sabotaging behaviors or other things that don't align with my core values or intention.

2. Writing every day 

Journaling, brain dumping, etc became a part of my daily practice. 

This helps me develop an arsenal of new and creative ideas. It's also therapeutic to me.

3. Focusing on topics I care about and am confident I can help others with.

For me, 95% of the time, I talk about 2 things:

Thing 1: Sales.. specifically helping B2B SaaS Sales Pros prospect better.

Thing 2: My journey with mental health and personal growth.. To help people develop healthier habits to drive meaningful change in their lives. 

These 2 topics are based on pure experience and mastery, so I am confident in talking about them to help others.

I enjoy these topics, so it's easy for me to talk about them daily.

4. Eliminating the noise 

I've realized that as you grow as a person, there are new challenges.

Self-doubt, external doubt, and external hate. 

It's all noise. 

Staying focused on my 'why' has helped me remove all doubt.

I also realized we each have an expiration date, so why not just go for what you want?

TL;DR: Life is too short. Do what's practical and makes you happy.

5. Using technology to scale

This has been key for me.

I use Buffer to schedule my posts.

I use Shield to understand the analytics behind my poss.

6. Re-use content.

Your past content will have a core message and concepts you can use again. 

Take advantage of this. 

7. Engage with others thoughtfully and build relationships

Find others at a similar stage to you, with similar interests and topics and grow together.

Find 5-7 "thought leaders" in your space relative to the topics you talk about and engage them thoughtfully. You'd be surprised at what happens over time.

In terms of my 5-7 creators with a big following.. I got to speak and meet with every single one. 

You just need to be consistent and thoughtful + time.
--

Hopefully, this was helpful. 

I probably would have burned out months ago without a system like this.

Life isn’t only about the wins.. 

It’s celebrating the moments you:

1. Don’t give up on yourself 
2. Recognizing how far you’ve come 
3. Remembering the times you wanted to quit but didn’t 
4. Doing the things that were uncomfortable and scary 

To me, that’s the journey. 

That’s fulfillment. 

The wins are just a bi product of the above.

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