Cipriano Martins

Business Development Representative

Samsara

Mid Market Account Executive

Securly

As an Account Executive, my responsibilities include developing and implementing effective sales strategies that drive revenue growth and achieve company objectives. Additionally, I am responsible for building and maintaining strong relationships with clients, providing solutions to their challenges, and identifying new business opportunities through research and networking. I manage a portfolio of accounts and prioritize communication and follow-up to ensure timely and effective client service. 

Collaborating with cross-functional teams, such as marketing, product development, and customer support, is also a crucial aspect of my role. I conduct market research and analysis to stay informed about industry trends and competition, and prepare sales forecasts and reports to present to senior management. 

📢 𝐀𝐜𝐜𝐨𝐦𝐩𝐥𝐢𝐬𝐡𝐦𝐞𝐧𝐭𝐬:
● Achieved and surpassed sales targets by exploring new business opportunities.
● Successfully maintained an organized and efficient pipeline and secured new leads.

Account Executive

NexHealth

As a Sales Development Representative, I played a crucial role in generating and nurturing leads for the company. This involved identifying potential customers, reaching out to them through various channels like phone, email or social media, and qualifying their interest in the product or service. I have conducted product demos to showcase the company's offerings to potential customers. 

The favorite part of my role was managing the relationship with customers, providing excellent customer service, and addressing any concerns they may have. In order to ensure a seamless sales process, I work closely with the sales team to hand off leads and collaborate on strategies. Additionally, I was responsible for tracking and analyzing sales metrics, reporting progress to sales leadership, and suggesting ways to improve the sales process. 

📢 𝐀𝐜𝐜𝐨𝐦𝐩𝐥𝐢𝐬𝐡𝐦𝐞𝐧𝐭𝐬:
● Generated new leads and identified potential customers through research and prospecting via various channels – social media, email campaigns, and cold calling.
● Conducted market research and analysis to identify trends, potential clients, and areas for improvement in lead generation.

Sales Development Representative

Endeavour Global

As a Solar Sales Representative, my duties and responsibilities include promoting and selling solar products to potential customers. By possessing deep understanding of the product and its benefits, I effectively communicated this information to customers. Some of my key duties was generating leads, prospecting for new business, and developing relationships with potential customers through outreach efforts like phone, email, and in-person meetings. 

With strong analytical skills, I have conducted site surveys to assess the suitability of the customer's property for solar installation. Recognized by the top management for identifying potential customers, preparing proposals, negotiating contracts, and closing sales. As an articulate and refined communicator, I have worked with other teams within the company to ensure the smooth execution of sales projects. Led the responsibilities of keeping accurate records of sales activity and reporting progress to sales leadership. 

📢 𝐀𝐜𝐜𝐨𝐦𝐩𝐥𝐢𝐬𝐡𝐦𝐞𝐧𝐭𝐬:
● Negotiated contract terms, pricing, and other agreements with prospects and clients, resulting in securing deals of $70K+ worth.
● Oversaw customer journey from initial contact to post-sales support by collaborating with cross-functional teams.
● Developed and implemented door-to-door prospecting strategies, including route planning and lead tracking, thus maximizing productivity and increasing sales revenue.

Solar Sales Representative

Solar Appointment Setter

LA Fitness

Master Personal Trainer / Sales

Account Executive @ Securly | From SDR to Top-Performing AE

Tech sales Account Executive with rapid career growth.

✧ SDR to AE in 8 months
✧ 2x President's Club achiever
✧ Solar Sales to Tech Sales.

First-gen college grad and young husband/dad.
Bringing fresh perspective to tech sales.

Goal: Top-performing enterprise AE.

Specialties:

✧ Tech expertise
✧ Relationship building
✧ Consistent results

Passionate about sales and growth.

Let's connect!

I’m excited to announce…

I am joining Samsara as a Mid Market Account Executive!

I’d like to express my gratitude to:

All my friends at Securly for their support and guidance.

Thanks for your help to reach this point.

Matt Landwehr  Tyler Hatch Devin M. Stefanie Croft Jon Moody Marissa Angel June Flick Dan Villegas Nathan Bergstedt Manuel Ferrer, Ed.D. Jacob Timberlake Austin Vierra Mauricio Palacios Ross Duggan Steven M.

Thank you to the Samsara team.

Griffin Brandau Amir Mendel Nicole Gronski Nicholas Robertson

Thank you for your support through the interview process, and giving me this opportunity.

I’m excited to:
- Get started.
- Win as a team.
- Make an impact.
- The new challenge.

Thanks again,
Cip

5 Things I Would Do Differently As An SDR:

I made a lot of mistakes as an SDR. 

So many, it's hard to count all of them.

Here are 5 things that would've made a huge impact for me. 👇

5 Things I Would Do Differently as an SDR:

Rule for SDRs:

(This is often overlooked…)

Don’t rely on Motivation, Discipline will take you further.

Whenever I made a job switch, new role, etc..

I was pumped, ready to go.

BUT, That feeling is temporary.

Over time it will fade.

Especially with remote work:

- I felt isolated.
- I faced rejection alone.
- I had numerous distractions.

It’s challenging…

Instead, focus on building discipline.

It won’t fade over time.

It will get stronger.

I did this:

- Created a daily routine.
- Found an accountability partner.
- Set activity targets by time of day.
- Set clear goals (Daily, Weekly, etc.)

Motivation get’s you started.

Discipline keeps you going…

- Be consistent.
- Have predictable results.
- Survive the ebbs & flows of sales.

Discipline > Motivation.

➡️ What are some things you do to build discipline?

Subscribe to my newsletter - Sales Synergy - 👉 Link in bio.

SDRs: 👉 avoid this common trap:

🔴 Don’t focus on the number of daily activities.

🟢 Instead, focus on how you can have conversations.

When I started as an SDR I called and emailed a lot.

I would exceed metrics to do well.

But…

I had other team mates that would do more with less.

When I asked them what they were doing they said:

“Focus on how you can talk to people today,
not on how you can hit your activity for the day”

So I did this.

Changed my focus from just dialing to:

- Having good data.
- Adding new prospects daily.
- Personalizing the interaction.
- Using a Multi-channel approach.
- Building a pipeline of follow-ups.
- Setting up google alerts for key accounts.
- Focusing on accounts that have a “use case”.

This lead to:

- Stronger demos booked.
- Demos that led to revenue.
- Purposeful and thoughtful activity.

➡️ What are some things you do to have more convos?

Subscribe to my newsletter - Sales Synergy - 👉 Link in bio.

Sales lets me create a great life for my family and future kids!

Open to change. Growth. Learning.


Reach out if you need anything!

Jacob Sawyer

This is what I’d do if I was an SDR again:

(Do this for long-term success)

Focus on performance, THEN think about moving up

Check it out: 👇

I’m guilty of trying to move up FAST.

I tried to move up, before I knew how to be an SDR.

This led to overall slower growth.

I wasn’t learning the SDR role as fast as I should’ve.

AND even further from being ready for an AE spot.

So...

Focus on doing your current role well.

Aim to be a consistent top performer.

Only then, focus on moving up.

The AE role builds on everything that you’ve learned as an SDR.

- Prospecting.
- Persistance.
- Process.

You’re not wasting your time, you’re building your fundamentals.

➡️ What do you think is the more important skill to build as an SDR? 

Subscribe to my newsletter - Sales Synergy - 👉 Link in bio.

I didn’t “feel ready” as an AE:

Until I did this…

SDRs go into their next role with little to no training.

Here’s what I did to get up to speed fast in the new role.

→ Get independent as soon as possible.

     You don’t learn until you’re in the driver seat, and make mistakes.

     Focus on the core skillset:
     - Discovery.
     - Next steps.
     - Demo.
     - Trial.
     - Etc..

Learn the BASICS.

Get independent, and learn as you go.

→ Fill in the gaps.

     Go back to each step.

     Listen to top-performers calls.

     Note:
     - How do they run discovery?
     - How do they manage trials?
     - How do they demo?

Copy & Imitate.

Pro Tip: Invite them to a coffee chat, seek to understand the why behind why they do things.

→ Annoy your manager.

     Send them calls to review.

     Be specific with the sections and time stamps.

     Focus on areas where you could’ve done better.

     Take the feedback, and implement change.

The main concept is to get in a position to start making mistakes.

You won’t learn everything ahead of time.

Jump in and learn as you go.

How did you handle the move up?

Subscribe to my newsletter - Sales Synergy - 👉 Link in bio.

15 Uncomfortable Truths Every Sales Rep Should Read:

4 [of my favorite] AI Prompts for Sales Reps:

(Steal this) 👇

4 [of my favorite] ai prompts for sales reps. (Steal this)

My (proven) strategy to land your dream sales job.

Follow this step-by-step:

With hundreds of applicants for every SDR and AE role.

It’s hard to stand out.

This is how you can create a personal website to land that role you’ve wanted.

1. Download Notion online.
2. Create a new page.
3. Embed sub-pages for each area you want to showcase.
4. (ex. pages)
 - About me:
 - Sales performance:
 - Recommendations:
5. Share that notion page (as seen in video)
6. Pull it up on the interview.
7. Share it post interview.

This will transform the way you stand out amongst other applicants.

You’ll see yourself go much further in the interview process.

Have you created a personal website before?

Subscribe to my newsletter - Sales Synergy - 👉 Link in bio.

SDR Expectation vs Reality:

It’s not as linear as you think…

SDRs have an unrealistic view of what the path to AE looks like.

There are more bumps along the road than you think.

Here’s how I would minimize those low points:

- Find a mentor.
- Adopt a growth mindset.
- Set clear goals and milestones.
- Implement the coaching you receive.
- Start learning the AE skillset beforehand.
- Develop a structured development program.
- Celebrate small wins: Daily / Weekly / Monthly.
- Focus on building the skillset, the role will follow.

At the end of the day. Focus on the controllable.

The Journey will have ups and downs.

Your skillset will carry you through.

➡️ What other advice would you give to SDRs?

Subscribe to my newsletter - Sales Synergy - 👉 Link in bio.

My simple 3-step guide to SDR → AE Promotion.

(Most reps don’t do this..)

When I got promoted to AE from SDR I wasn’t the most tenured SDR.

I was one of the newer reps.

I’d only been there 8 months.

Here’s what I did to stand out from everyone else:

1. Performance is a must.

If you’re not a top performer…

Your chances of going up drop, significantly.

- Ramp up quickly by copying what the great reps do.
- Copy successful cadences / messaging.
- Add your on flavor once you get confident.

2. Create a plan.

Meet with your manager and future AE managers.

- Create a plan using a google doc.
- What else must you show them beyond performance?
- Establish a rough timeline for promotion.

Once you finish your action items.

Reconnect, and add more to the doc.

3. Build internal champions.

You need your

- AE.
- Manager.
- Future AE manager.

to champion for you.

There is risk to promoting an SDR.

No closing experience compared to outside hires.

You reduce that risk when you have people saying

“he/she is the right person for the job.”

Build those relationships and maintain them.

Then, Ask for their support when a spot opens up.

P.s. There is always luck that goes into that promotion.

- A rep can leave.
- There could be an organizational need to hire more.
- etc..

Be in a position to take advantage of the opportunity.

➡️ What would you add for SDRs looking to move up?

Subscribe to my newsletter - Sales Synergy - 👉 Link in bio.

5 Ways to Transform your Sales Skills: (For Free)

The best sales reps are obsessed with learning.

Skillset should always be your emphasis.

Money will follow afterwards.

Here are 5 ways you can level up your skills: 👇

Key Highlights:
- Review your tape.
- Seek mentorship.
- Develop complimentary skills.
- Create a personal learning network.
- Invest in yourself.

What would you add on as great ways to improve your skillset?

5 Ways to Transform Your Sales Skills.

Rushing discovery used to kill my deals early on…

Here’s what I did to fix it: 👇

🚫 Old approach:

I used to use the demo environment as a crutch.

Asked a few basic questions.

Got what products they were interested in.

Then…

Jumped into my generic pitch.

This led to:

- An incomplete understanding of customer needs.
- Inaccurate proposals.
- Weak negotiation.

✅ New approach:

Be patient.

Take the time to…

Identify. Quantify. Confirm their needs.

Ask yourself:

How do our differentiators align with they’re looking for?

What’s preventing them from using their current processes?

Is their need tied to a a larger over-arching business need?

- Ask for clarification.
- Build a connection.
- Get others involved.

Deals are won or lost in discovery.

Spend time where it matters the most…

Subscribe to my newsletter - Sales Synergy - 👉 Link in bio.

5 takeaways from my 1st week at a new company…

1️⃣ Culture is so important.

Only great things to say about the team.

Welcoming me and offering to help.

It’s so helpful when trying to get up to speed.

2️⃣ It takes time.

You’re not going to be operating at your best, week 1.

It takes time, but It will come.

3️⃣ Listen to lots of gong calls.

Download the app on your phone, and listen whenever you can.

- Search by common objections.
- By product being discussed.
- Industry.

Real conversations will help everything click for you.

4️⃣ Start by understanding the problems your prospect faces.

Understand:
- Talk tracks and why reps sell the way they do.
- Why what you sell is important.
- What they care about.

5️⃣ Remember to pay it back.

Don’t forget how much people are helping you now.

There is going to be a new hire soon, and they’re going to need help.

Be willing to pay it back, and offer help.

➡️ What’s the most important thing to you when onboarding?

Subscribe to my newsletter - Sales Synergy - 👉 Link in bio.

The easy years of tech sales are over...

The future of sales is strategic.

Today:
- Deals are under more scrutiny.
- More stakeholders involved.
- Sales cycles are longer.

It’s more important than ever to:
- Sell internally.
- Provide a differentiated buying experience.
- Create a collaborative space for the buyer.

That’s why…

I was excited when Dock reached out to partner with me on their deal rooms.

Their deal rooms provide exactly what we need as reps to sell in this challenging environment.

I recorded a quick video to show you..

Key highlights:
- A room that evolves with their journey.
- Increase stakeholder involvement.
- One collaborative space.
- Easy to share.

Highly recommend checking out what Alex Kracov and the Dock team are building. 

It’s free to try link in the comments below 👇

Have you tried digital sales rooms yet?

I wished someone told me this sooner:

(Easy to overlook for sales reps..)

To be successful as an AE & SDR you need to be organized.

Organization problems trickled down for me.

I always thought I was organized but,

It was something that I wasn’t consistently focused on.

It effected a LOT of areas for me.

- Pipeline management.
- Forecasting.
- Follow up.

Then, ultimately led to me:

- Missing quota.
- Getting burnt out.
- Feeling added stress.

Here’s how I changed it. 👇

Take extra time to set up a system.

Make sure it’s repeatable & efficient.

A workflow for:

- Moving opportunities forward.
- Creating new opportunities.

Then..

- Invest time into note taking on accounts.
- Time/date of last interaction.
- Context & next steps.

Act as if you’re leaving this opportunity for someone ELSE to close.

Don’t leave things to your memory.

It will eventually fail you.

➡️ What tips would you give reps to stay on organized?

Subscribe to my newsletter - Sales Synergy - 👉 Link in bio.

Taplio

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