Anthony Natoli

LinkedIn

I have the pleasure of working on the LinkedIn Marketing Solutions team where I get to help customers from the most innovative high growth businesses and Enterprises in North America.

Senior Account Executive

AntNat Coaching

AntNat Coaching is a holding company for Natoli's Nuggets newsletter, community, and private sales coaching for AEs and SDRs in B2B tech.

Founder

QA Wolf - 80% Test Coverage in 4 Months

Re-Built QA Wolf’s entire outbound GTM motion for the SDR team. Left as I deeply missed working with customers directly and the company decided to no longer invest in outbound GTM.

-Increased meeting booked to SAO conversion rate from 30% to 80%
-The team drove $2m in SAO qualified pipeline over 2 quarters 

In addition to leading a team of SDRs, I reported directly to the co-founder / head of growth and worked cross-functionality with RevOps, Marketing, and Sales Leadership to optimize SAO & Pipeline production and efficiency.

Head of Sales Development

Lattice

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

Left for my first ever pursuit and opportunity in leadership.

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

Demandbase

Partnered with Demandbase’s most innovative and strategic mid-market prospects & customers including Sprinklr, Braze, Accolade, Docebo, Fullstory, Checkout.com, D2L, Movable Inc, Axway, and many more.

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

Senior Account Executive | 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

Business Development Representative

Senior Account Executive @ LinkedIn | AntNat Coaching | I post about sales, growth mindset and personal development based on my real-life experience

I love being a sales professional. It challenges me to show up as the best version of myself, and hold myself to a higher standard. I am energized professionally by driving value for customers and helping them win.

I've had the pleasure of working with and learning from incredibly talented teammates and leaders during my career at companies like Demandbase, Outreach, Lattice and now, LinkedIn.

--

I write on LinkedIn about my experience with sales and personal development based on my real-life experience as a way to give back to others.

One of the main reasons I started posting on LinkedIn was to share my story of battling back from my "rock bottom" ~4.5 years ago with the goal of helping others prioritize & focus on their mental health.

Outside of work you can catch me traveling, eating at amazing restaurants, hanging with my dogs & family, golfing, running, working out & enjoying the beach down by the Jersey Shore.

One day at a time!

Strategic Account Executive

LinkedIn' US offices will be closed this week for our annual summer shutdown, July 1st-8th. 

Until then, ill be:

-BBQing
-At the beach
-Golfing all around NJ
-Celebrating our amazing country 🇺🇸 

This is one of my favorite LinkedIn Life benefits. We'll be back online Monday, July 8th. 👋

A little more than 4.5 years ago, I hit a rock bottom despite having a great job in tech sales, family and group of friends.

Had 2 choices. Could continue down the path of self destruction or go down the hard path of self improvement. 

I decided to give myself a shot at a new way of living and thinking. 

Wouldn’t trade my experience for the world .

I share this because I know a lot of people, specifically in tech sales, that are struggling internally despite everything seeming okay on the outside. 

If I can motivate at least one person to make today their day 1 of a new path, then it’s worth it.

I am an AE without an SDR (full cycle) and I am responsible for my own pipe gen.

Time is of the essence and Clay has been very impactful to find research / info about accounts at scale for my prospecting.

Today is Friday so I put together a Free Prospecting Resource for SDRs and AEs.

You can copy my exact template I am using to scale my outreach efforts.

It’s not just a tool to send mass personalized emails like I previously thought :)

This template will allow you to find information about all of your accounts with a click of a button.

Access and copy the free template here: https://dub.sh/0WDedBB

Feel free to add on other things like:
-Competitors
-Tech stack
-Reviews
-Lead/contact enrichment

#claypartner #yesIactuallyuseit #prospecting

Been in sales for 9 years now since 2015 (not including my Best Buy days in High School slinging TVs) and I can confidently say there's a few things that still remain true in 2024:

-Consistency
-Effort (not sure why people play down hustle these days)
-Discipline
-Humility
-Respect for your prospects
-Focus on problems not features

All will take you further than the latest "cold outbound tactic or tool"

Often, it's not the rep who has the best discovery question, or even software, that wins. It's the rep that creates the easiest and best experience for their customer that ends up winning...

Yesterday, John Barrows made a post that didn't really shock me. He said 14/20 of the AEs he took prospect calls with were unprepared. I was disappointed to read this given how easy it is to prep today.

✅  One example is how easy Sales Navigator makes it with Account IQ.

Here's an example of how I use LinkedIn Sales Solutions newest capability, AccountIQ.

▶ Save time on research: I can now research a customer in a click, instead of spending an hour scouring the web about what an account does and what it cares most about.
 
▶ Understand where to focus: It helps me grasp the account’s pain points, allowing for more nuanced discovery.
 
▶ Come into each call with a strong POV: It empowers me to come into each call with a hypothesis on how I can help.
 
▶ Multithread after the call: It shows me the top executives in the account, so rather than asking who else needs to be included, I can call them out by name based on the intelligence in Sales Navigator.

Here are 2 recent wins I have seen with it:
 
✅ I had one account in my book that had almost no information on its website or on the web. But, its Account IQ summary had everything, including how they make money, their strategic priorities, and their biggest competitors. That allowed me to have a much deeper conversation with the prospect immediately.
 
✅ Similarly, another account had limited information, but I saw in their Account IQ summary that growing their brand on social media was one of their biggest priorities. I was able to come in with a strong POV on how he could help there and ultimately won a deal.


Sellers.. Prospects owe you NOTHING. So when they give you their time, the least you can do is come prepared.. Use Account IQ, prep in 10 minutes and stop being lazy.

What is your sales "walk out" song? You should play it before big calls, cold calling blocks, etc and jam out. Music always gets me centered and excited.

Mine are 'Gimme the Loot by The Notorious B.I.G' and 'Gimme Shelter by The Rolling Stones'.. 

Drop yours below and I will create a playlist.

P.S -- I got to DJ in Barcelona & Ibiza when I studied abroad in University.

Outbound Tactics that are actually dead in 2024:

-Treating every the prospect the same despite their level of engagement/brand familiarity 
-Not having Subject Matter Experts create organic content to create demand
-Letting your sequence dictate your next action
-The traditional 27 day, 14 step sequence
-Not having sales x marketing alignment
-Email templates that aren’t customized
-Sending blanketed atuomated emails
-Not using AI to speed up research
-More activity without intention
-Not using video

What else would you add here?

Happy 4th of July to the ~45k (insane) of you in my network, my colleagues, and customers who are celebrating in the US today 🇺🇸🇺🇸

Here's a simple outbound prospecting framework you can steal as many of you come off a long holiday break:

Always make it your own & test it and adjust to make it work for you.

1️⃣ Account-Selection: Focus on X accounts a week & block time on your calendar to prospect and execute tasks

-Figure out your sweet spot
-Example: the data shows that Enterprise SDRs should be sequencing at least 2-4 new accounts per day
-Example 2: if you're a Mid-Market SDR, probably want to focus on 5-7 new accounts per day

I like the 5 x 5 -- 5 new accounts and 5 new contacts at each account. This works for me personally.

From here, calendar block your activities and don't leave room for interoperation. Just do the thing.

2️⃣ Create a hypothesis of 'why' you are reaching out

-previous engagement with old opps
-current news, earnings calls, 10Ks, stock news, etc
-using a competitor, intent data, marketing activity
-Tools like to prioritize high-intent accounts 

3️⃣ Sequence X contacts at each account per week and focus messaging on 'why' you are reaching out from # 2

-typically 3-5 contacts per account is a good place to start

Put these accounts, your hypothesis and contacts in a Google Sheet to keep track & other notes


4️⃣ Partner with your SDR or AE

AEs, please guide your SDRs, share the hypothesis with them, and tell them who else to reach out to. 1 team, 1 dream. They're not your puppets.


5️⃣ Filter tasks by prospect engagement: you should prioritize your tasks based on people opening your emails 3+ times.. low hanging fruit


6️⃣ Phone & Video: should be used for warm prospects/accounts... Tools like Sendspark make video incredibly easy both over email and in LinkedIn DMs

You should also be calling your prospects based on their engagement, too.


7️⃣ Twitter/Google News: lots of people on Twitter these days & lots of info on Google.. go find it

7B. ListenNotes (Dot) Com: It's a search engine for podcasts.. Type your prospect's name into it and get snippets / summaries of their podcasts


8️⃣ Don't just personalize, also be relevant. No one cares you just know where they want to college.. your messaging should be personalized AND relevant and be tied back to your "hypothesis"

Steal this simple email framework: 

"Hey Name, (insert the trigger for why you're reaching out).

(Insert a problem you hear often related to this trigger)

(Insert how you solve that problem using social proof)

(Given your 'trigger', open to learning more to see if we can help or not?)

Thanks,
Your Name"


You can use LinkedIn Sales Navigator for numbers 1-3. 

--

Many companies are in full swing for H2.. Try to figure out what's going on in their world that might indicate you can help.

Go and get it today!!!

Items that have improved my quality of life and as a result have made me better at work, especially in sales:

1. Slate Milk (high protein chocolate milk, it's amazing)
2. Drink LMNT (I have this every morning before my espresso to hydrate)
3. The Garage Gym (my home away from home, right down the street)
4. Stanley 1913 (I have a half gallon jug to drink water throughout the day)
5. MUJI U.S.A. Limited (notebooks and pens)
6. Saatva (best pillows in the game, hands down)
7. Brooklinen (sheets so comfy they help me sleep like a baby)
8. SISU Lifestyle (best saunas)
9. Garmin (fitness watch)
10. WHOOP (sleep and fitness tracking) 
11. My golf clubs (TaylorMade Golf Company)

I am a believer that a great life outside of work makes a great time at work, especially in sales. Taking care of your mind and body are critical.

What's on your list of materialistic things that make your life better?

Happy end of quarter to those who are celebrating! Friendly reminder not to ruin a relationship or deal by trying to “force” a deal this quarter or lose integrity with a discount that’s routed in desperation. 

P.S here’s me daydreaming about Italy in 3 months

Having trouble with outbound? Here's what you can do right now:

1. Open up a CRM report of current stage 2, stage 3, and late stage opps
2. Pull a report of closed/won opps in the last 3 months

Then do the following:

A.) Look at the titles, industries of the people and accounts that make up 1 & 2
B.) Look at notes: things like main challenges, painpoints, and reasons why they either are considering your solution or purchased it
C.) Ask the AEs who are working these opps or closed/won them why they bought or what they are looking to solve
D.) Listen to Gong calls of these deals

By doing this you now have:

1. A better sense of WHO to reach out to
2. What you should be saying in your messaging 

Thank me later!! 

-Natoli's Nuggets

Lots of talk about signal based prospecting. Most don’t realize that it’s been going on for years… However, it exists differently today.

We are moving towards a world where technology is making it easier to capture buying signals.

However, not all signals are created equal.

I remember when I worked at Demandbase. Companies would invest 6 figures to get offsite intent and account level onsite traffic ID. You could also combine your first party data to understand how your known contacts are engaging.

However since then (just 3 years ago) buying has changed drastically and prospects are getting their research done on other channels. This means more signals that need to be created and captured.

AKA a new world of demand gen creation and capture.

So, new tools have emerged to allow you to capture and combine all of those new signals.

It’s never been more important to have MORE signals but ensure they are easily ACCESSIBLE & ACTIONABLE. 

Here are the 4 big problems & dilemmas companies are and will be faced with in this new world of buying:

1. If a company doesn't have all the signals, then they are going outbound thinking they know the WHO and the WHY but could be missing important info.

2. If a company has ALL the signals.. They aren't training them on how to use it properly.

3. Sometimes, you can have all the signals and the right messaging, but buyers want to buy differently than the experience you have created. AKA: who knows how Gen Z buyers will evolve to make buying decisions in 3-5 years

If you lack sales and marketing alignment, you will be behind. It’s never been more important for marketing to create an environment for prospects to engage so that sales can thoughtfully capture those engagement signals.


Curious to hear your take on this!

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