Drata

Helping you build trust with your customers via SOC 2, ISO, 27001, PCI DSS, HIPAA, GDPR, & CCPA compliance. Get these done faster, cheaper, and cleaner with Drata.

Account Executive

Promotable SDR Podcast

Want to get promoted out of your SDR role? This podcast is for you. It's a weekly, interview-style podcast featuring ONLY former SDRs who've recently been promoted.

Host & Founder

Minnect

SDRs and new AEs - I'll help you take the next step in your sales career. In the last 5+ years of selling B2B SaaS I went from being a broke college student to making $200k/yr and adding 2 unicorn startups to my resume by 25. If I can figure it out so can YOU. If you're looking for sales or career advice consider booking me on Minnect. Download the app and find me under the "Sales" tag.

Sales Career Coach

RevGenius

Member

Censys

Helped CISOs sleep better at night by closing the gaps in their internet-facing attack surface

Highest attainment on the Mid-Enterprise team

Account Executive - Mid-Enterpsie

Helped security teams discover forgotten, rogue or newly acquired internet assets

Top achiever 
1H '21 - 114%

Helped threat intelligence teams hunt down attackers

Top achiever - Promoted twice in first year 
All time - 85% (Top Performer)
$177,461 new ACV closed won
11 new logos

Inside Sales Representative

Employee #40 and first full-time BDR

All-time - 95%
265 meetings set
Created a campaign that generated 32 additional meetings over the course of quarter
Set company records for most meetings set in a day and month

Enterprise Business Development

Cisco

First Duo BDR to be promoted from inbound directly to an Enterprise BDR role

Q4 '19 - Left during quarter for Censys
Q3 '19 - 100%
Over $1.2 million in pipeline sourced

Enterprise Business Development Representative

Simplified the auth process for people with easy and affordable MFA

Top achiever's club '19
121% - All time (highest on team)
$4.2M pipeline sourced (highest on team)
500+ opportunities sourced (highest on team)

SMB/MM Business Development Representative

Duo Security

Hired at Duo during an acquisition by Cisco ($2.4B)

Account Development Representative (Cisco Acquisition)

SDR turned AE currently selling for a LinkedIn Top 50 startup. 

I’ll help you take the next step in your sales career. (if you're less than 5 years in) 

In the last 5+ years of selling B2B SaaS I went from being a broke college student to making $200k/yr, and adding 2 unicorn startups to my resume by 25. 

If I can figure it out so can YOU. 

If you’re looking for sales or career advice (especially SDRs or new AEs) consider booking me on the Minnect app.

A prospect just asked you a question you didn't know the answer to...

That's okay.

It's inevitable for an SDR or new AE to have knowledge gaps. 

Here are a few ways to handle that:

"That's a great question, I actually don't know the answer but just to make sure I have your question correct before I check with my team [reiterate question to make sure you know the root so your answer is useful]"

"You know what, I'm not 100% certain, but I want to make sure I get you the right answer."

Bonus step - qualify the question to make sure it actually matters to them. 

Ask a follow up like "Can you expand on that question for me? Just want to make sure I understand fully"

Even if you don't know the answer, you can ask them after "And how important do you think that is to this project?" (or something like this depending on the situation) 

They buyer may just be curious and it doesn't really matter.

But if it does - always follow through with the answer. 

Then mentally log the answer for next time.

It's okay not to know once :)

Nick Bontrager

AE @ Drata - Unblock revenue by automating compliance work ✅

160+ companies hiring right NOW for AEs, SDRs, AMs and CSMs.

Things are starting to turn around in tech!

Here are some great ones to check out:  

Deel 
Plaid
Ramp
HubSpot
Box
Thousandeyes
Rippling
Toast
Constructor .io
Abnormal Security 
Georgias
Crowdstrike
ZoomInfo
UserGems
Postman
ServiceNow
MongoDB 
Workday
Sprout Social

Not looking?

2 ways you can help:

1. Hiring? Join the party with a comment 🎉
2. Want to help job seekers? Consider resharing 📣

There are 760+ open jobs where you can see salary info, quota attainment, culture scores, and more before applying: https://bit.ly/3Lgelp9

Brand partnership • AE @ Drata - Unblock revenue by automating compliance work ✅

Promotable SDR Podcast episode 12 is out! 

Grant Griffin joins the show and talks about his rapid promotion from SDR to AE (just a few months ago) and how he was able to land the upgrade. 

This one was a masterclass on things SDRs can do NOW to get promoted.

Some of the lessons from this one: 

- Be willing to flow with the needs of the business
- Be vocal and speak out to multiple levels of leadership early and often
- Even if you're not being approached for a promotion, speak up and throw your hat in the ring

Thanks to Grant for sharing his story with the Promotable SDR Community!

This was a great one!

L*nk will appear in comments in a bit.

One of the best pieces of advice I've heard recently hit home

Simple, but powerful:

"Life doesn't get easier, you just learn how to handle hard better" - Kara Lawson, Head Coach - Duke Blue Devils women's basketball team

For me, launching my career, getting married, having kids, advancing my career into different areas - it all gets busy and the levels only get harder.

This causes mental/emotional strain but that causes growth. 

If I'm not growing, I'm not happy.

Leveling up > atrophy

You've just called in sick on your first day as an SDR...

Because you can't stand the thought of getting rejected on cold calls...

Pretty wild right? But that's not the end of the story. 

This week's podcast guest did that but turned it around in NO TIME and landed promotion after promotion. 

Absolutely pumped to announced that Kyler Lada joined the Promotable SDR Podcast for episode 13!

Here are some of the topics we covered:

- A massive key to a successful cold call is maintaining a relaxed tone.

- Prepare for promotion by listening to calls of AEs and asking questions to deepen your understanding of the sales process.

- Sell yourself to clients, peers, and leadership by taking initiative, having open communication, and demonstrating your willingness to go above and beyond.

- Focus on the journey and push yourself to see how far you can go, rather than setting limits on your potential.

Thank you for jumping on the podcast Kyler! You crushed it. 

P.S. Later tonight I'm recording an episode with a LEGEND in the sales space. A LinkedIn household name. Can't wait to announce it shortly.. stay tuned!

Just started using the "Ask Anything" AI feature in Gong and it ROCKS.

If you have Gong, I'd highly recommend checking it out.

I've breezed by it on the home dashboard for way too long.

Ask it to summarize your conversations with an account, specific questions around tech stack or pricing etc.

Super powerful

From US Army to SDR to Sales Leadership... episode 14 of The Promotable SDR podcast drops now!

This week's guest is Thomas Blair, Director of Sales at Health Cost IQ.

Here are a few quick hits from the show:

- The importance of mentorship EARLY in your sales career is critical
- Want to be a sales leader? Start learning sales ops and data analysis
- Personalization in outreach is key- find common ground as the basis for this

We go into much more depth on these in the podcast. 

L*nks below in 💬s 

Thanks to Thomas (aka Tommy) for joining the show!

when the world’s IT stops and crumbles

only one tech remains unbeatable, unbreakable and stronger than ever.

even when you don’t want it to be. 

the technology? 

your bluetooth connection to your car in the driveway.

are contributing to linkedin articles still a thing? 

follow up question- has anyone ever read a full linkedin article and any said contributions?

follow up to the follow up- if you've read one are they impactful/helpful at all?

i'm going to guess ahead of the comments- no 😬 

(disclaimer, when they first came out i spent a little time contributing so no shade if you have just curious of the current state)

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