Anthony Natoli

LinkedIn

LinkedIn Marketing Solutions for North America's most innovative high growth businesses and Enterprises.

Senior Account Executive

Common Room

GTM Partner

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

Commercial Account Executive

Demandbase

Partnered with Demandbase’s most innovative and strategic mid-market 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

Growth 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

Hey, I’m Ant! I’m a former SDR turned President's club-winning AE. I write here on LinkedIn about sales, personal development and growth mindset 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" ~4years ago with the goal of helping others prioritize & focus on their mental health.

If you feel like you're struggling, something just feels "off", or you want to get your habits & goals in order, shoot me a DM! I coach a handful of individuals each month who are looking to unlock their potential and focus on their inner game.

Over the last 2+ years, I've had the privilege of appearing on dozens of podcasts & webinars (like 30MPC and JBSales), becoming a contributing author for LinkedIn, being elected to the LinkedIn Sales [IN]siders group, and coaching & working with over 100 SDRs and AEs on outbound prospecting strategies to help them build more pipeline as a side passion project.

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

One day at a time!

Strategic Account Executive

Here's a simple outbound prospecting framework you can steal that I've used since I was an SDR.

Always make it your own & test (or don't try it idc):

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


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.. the easiest way to book a meeting is to pick up the phone after someone's seen your relevant email


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


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"

✅ I am teaching more of this in the upcoming Outbound Squad prospecting cohort... Want to learn from me and some amazing other people?

Check out the link here: https://lnkd.in/egiV7syE
Use code: anthony100

If you are doing outbound prospecting, there are 3 focus areas to make your process more simple:

1. Have a relevant reason to reach out to someone specifically now
2. The context of their potential current state based on that reason
3. The potential problem with that current state 

And then using these to craft crisp and relevant messaging.

1.) Why you are reaching out now:

Most SDRs/AEs will look at their large account list and randomly pick 5 accounts to target on any given day. 

You then throw people into a sequence and ship it off. 

Overdue tasks start to pile up and replies don’t come in.

Why? There is zero intention behind who you are reaching out to and why.

Instead, you should be prioritizing accounts each day based on the signals that matter most to your specific business.

The issue is that there are hundreds of signals happening across different channels that are hard to capture.

That’s why having something like Common Room helps consolidate all signals to help you understand ‘why’ you should be reaching out. Check out a 90 second video here if interested: https://bit.ly/4cvVymf

2.) The context:

Before just jumping into the problem, you need to provide context and connect the dots between ‘why you reached out’ and the problem that may exist.

Think about it like this:

“When (relevant reason for reaching out occurs), it usually means (context)”

Then, you can connect 3.) the problem

“When (context is going on), usually teams run into (insert problem statement)”

From there, you can share how you’ve helped similar companies.

What your left with:

Messaging that focuses on the prospect, context on why your outreach matters, a potential problem you’re educating them on and how you can help

I was inspired by Troy Munson's recent post about "detaching from the outcome" as sales professionals. Here is my take:

It's not about detaching from the outcome.. It's about detaching your self-worth from the outcome.

You should still care very much so about your performance.

It's important to feel your emotions but not let them dictate how you show up or how you view yourself.

*this then allows you to make space to focus on the things that are actually in your control* 

And when you do that (or don't), the results take care of themselves, one way or the other.
--

I am still convinced emotional intelligence and self-awareness are 2 huge areas of opportunity to focus on in sales but 2 that a lot of people don't focus on for some reason.. 

Being able to get to a place of not putting external things on a pedestal to make you feel whole is a special feeling. (serenity)

P.S -- I started a micro-community to focus on the mental/mindset side of things. If you're interested, shoot me a DM.

Every good cold outbound email should have:

1. A relevant reason for you reaching out

2. Context behind why that reason is relevant

3. A problem statement that connects 1 & 2

4. Proof points of how you've helped/solved that problem

5. A CTA that gauges interest in what you said in 1-4

You need to help the prospect understand why what your saying matters to THEM.

This will make your messaging about the PROSPECT and not YOU.

Example for Gong:

Hey NAME, 

Saw Intrado had a few recent leadership shifts and recently released the 911 PSAP Video. ← (observation)

Typically with new leadership and a new product release means an emphasis on scaling service delivery and ongoing support. ← (context of the problem)

It’s hard to scale those efforts when there is little insight into how your team is interacting with your customers. ← (problem statement)

Gong recently helped Genesys and ServiceTitan achieve X outcome.

Is this something you’re running into?

-Name

✅ I am teaching more of this in the upcoming Outbound Squad prospecting cohort... Want to learn from me and some amazing other people?

Check out the link here: https://lnkd.in/egiV7syE
Use code: anthony100

Over the last year, I have been eager to find the right sales community to invest in. However, I couldn’t find what I was looking for, so I am building the sales community I’ve always wanted.

It's time to use my 4.5 year personal development journey of going from rock-bottom to where I am at now to help others.

The community is:

-Small enough where you can actually build connection with members
-Small enough where your questions can actually be answered 
-Small enough where group speaker sessions are interactive
-A place where you can bounce ideas off each other
-Small enough where you feel safe to be vulnerable
-A group of people who want the most out of life
-A place where you don’t have to struggle alone
-A place to get to help you achieve goals 
-A place to hold each other accountable

(This is by no means to say other larger communities aren’t great, but I’ve found little value in them personally as I am looking for deeper connection & community with other like minded people)

We of course will have resources for sharpening your sales/prospecting skills…But, I am building something that focuses on what I think truly separates top performers who always feel good day-to-day.

Your mindset and mental performance.

We’ve all got things to work on, vices, goals we want to hit that feel scary, adversity we will face, things you’ve kept to yourself that you want to share but it feels scary to, etc.. I’ve been there and am dedicated to helping others.

If any of this resonates, shoot me a DM to learn more.

Top performing sales professionals (and people in general):

-Prioritize their inner game 
-Detach their emotions from their actions/habits
-Do fun & challenging things outside of work
-Focus on things they can actually control
-Do their best to let go of what they can't 
-Don't chase external sources to make them feel whole 
-Aren't afraid to try new things & ask for help 
-Fill their cup and focus on positive vibes/ energy
-Focus on healthy habits and surrounding themselves with people who lift them up

I know this because I used to be someone who ignored these things and now prioritizes them. (easier said than done)

Just a few! What did I miss?

✔  P.S -- my brand new micro community for mindset, personal development & sales has 5 spots left. Group coaching, guest speakers, smaller setting to share together, and you'll learn how I transformed my own inner game the last 5 years.

DM me if you're interested in learning more.

It's not too late to run a March Madness prospecting play.

The Sweet 16 starts on Thursday here in the states and LinkedIn Sales Solutions has your back to help make it relevant in your prospecting.

1. Upload your list of target accounts to Sales Nav

2. Run a leads search and filter by the remaining schools in the tournament (just google Sweet 16 2024 teams) 

3. Find prospects who have attended those schools

4. Use that information to run a fun & relevant prospecting play 

Pro tip: don't just mention where they want to school and then ask for a meeting.

Add your own flavor to it and make it fun.

Might not work for every ICP, but typically, people have a lot of pride in where they went to college and specifically get excited this time of year with College Basketball.

Reminder:

Our minds are a series of thought patterns, loops and programs that have been built over YEARS.

That's why it's so hard to break old habits and develop new ones. However, it is indeed possible.

A Choice + Consistent Action + Time = a new you in the making

It ain't easy but it's not complicated.

We all know traditional outbound and prospecting has evolved.

Response rates are lower than ever… One thing you can do is use the “read the room” method to meet your prospects where they are at in their buyers journey.

The “read the room” method is a signal led approach that helps you understand where your prospects are at.

From there, you take that information, and structure your messaging accordingly.

Someone that is:

A.) Coming to your website
B.) MQL
C.) High-intent via intent tools
D.) In their free trial or using new features
E. Former user 
F.) Active in your community
G.) Active on social channels talking about you or competitors

Should get a different email than someone who is:

A.) Unaware 
B.) Never heard of your brand before, etc

The problem is, sellers only use 1 or 2 of these signals at a time.

IE: if a tool tells you an account is “in-market”, you might be missing other relevant signals, too.

Common Room is a tool I’ve seen that can pull together ALL the signals available to you, instead of just 1 or 2 at a time.

Check that out here: https://lnkd.in/eTeyMu7T

You can then always use LinkedIn Sales Navigator to further investigate any signs of interest.

You’re left with spending less time on finding out the “who” and the “why” and spending more time on crafting relevant & crisp messaging that converts.

#commonroompartner

~10 spots left in my new sales / personal development community. 

-Group coaching 
-1:1 convos on how to break out of bad habit loops
-Everything i’ve learned going from rock bottom to where i’m at now 
-Amazing guest speakers 
-Community of people trying to get the most out of this short life 
-Tactical sales advice 
-Access to my network 

DM me if interested to see if you’re a fit 

Happy Sunday y’all

It’s a beautiful day to realize you’re a choice away from moving towards living and thinking a new life for yourself ✌🏼

It takes what it takes.

I will be in Chicago in a couple of weeks.

Who wants to meet up for a workout, run, coffee, etc?

+ Who should I meet up with while I am there?! Please tag / comment away.

Taplio

Anthony Natoli's Linkedin Analytics

Anthony Natoli

What is Anthony talking about?

Who is engaging with Anthony

Anthony Natoli's Best Posts (last 30 days)

Want to drive more opportunities from LinkedIn?

Taplio

.css-1jgreyo{background-image:linear-gradient(284deg, rgba(39,43,72,1) 0%, rgba(33,47,183,1) 100%);color:transparent;-webkit-background-clip:text;background-clip:text;}Anthony Natoli's Linkedin Analytics

Anthony Natoli

What is Anthony talking about?

Who is engaging with Anthony

Anthony Natoli's Best Posts .css-qqfgvy{font-size:var(--chakra-fontSizes-md);}(last 30 days)

Want to drive more opportunities from LinkedIn?

Anthony Natoli's Linkedin Analytics

Anthony Natoli's Best Posts (last 30 days)