Lesley Ronaldson

And this is in front of 80 people and it's uncomfortable at the start and it's uncomfortable for new people. But Bobby's like, here's where I am. I'm bum, bum, bum. I'm at Red Lions. And someone said, hey, is it a German customer? Oh, I've had one of them. I'll drop by your desk afterwards and we can have a chat. And I'm watching this magic.

And this is in front of 80 people and it's uncomfortable at the start and it's uncomfortable for new people. But Bobby's like, here's where I am. I'm bum, bum, bum. I'm at Red Lions. And someone said, hey, is it a German customer? Oh, I've had one of them. I'll drop by your desk afterwards and we can have a chat. And I'm watching this magic.

I'm watching this tribal knowledge, this peer-to-peer selling. And I actually did do a VP demo. So I said, hey, Bobby, I've done the VP demo. That's going to close on Friday. Call it. Commit it. So there's a little bit of peer pressure there and I welcome that.

I'm watching this tribal knowledge, this peer-to-peer selling. And I actually did do a VP demo. So I said, hey, Bobby, I've done the VP demo. That's going to close on Friday. Call it. Commit it. So there's a little bit of peer pressure there and I welcome that.

You hit the nail on the head. It is magic. And of course, we have a huge gong on the sales floor. And when that deal comes in, we celebrate as a team. And then people go back to their desk, a little spring in their step. It wasn't their win. But again, I want to bring that whole floor on a journey.

You hit the nail on the head. It is magic. And of course, we have a huge gong on the sales floor. And when that deal comes in, we celebrate as a team. And then people go back to their desk, a little spring in their step. It wasn't their win. But again, I want to bring that whole floor on a journey.

I thought you were going in one direction, you went in the other. So the first direction I thought you were going in is selling without integrity. There is absolute cases where we're speaking to a customer saying, we can't do that. What you want our product to do, we cannot do that. And in fact, if they sell the product...

I thought you were going in one direction, you went in the other. So the first direction I thought you were going in is selling without integrity. There is absolute cases where we're speaking to a customer saying, we can't do that. What you want our product to do, we cannot do that. And in fact, if they sell the product...

And I had an expression in another company, the refs were selling the dream and leaving the nightmare with the customer success team. If you oversell, you will be caught out. So what I have done in previous companies is if that happens, you'll lose the commission. So there's a bit of a slap on the wrist. If we can't do what the customer needs, you cannot sell the product.

And I had an expression in another company, the refs were selling the dream and leaving the nightmare with the customer success team. If you oversell, you will be caught out. So what I have done in previous companies is if that happens, you'll lose the commission. So there's a bit of a slap on the wrist. If we can't do what the customer needs, you cannot sell the product.

You can't sell a motorbike to somebody who needs a car. It doesn't work. That's the first thing. The second thing, if we feel a competitor can do it better, maybe. And yes, there are cases, but I would ensure, and I've done this in every role, that there is a competitive analysis done for every AE knows what the landscape looks like. There is a battle card for every single competitor.

You can't sell a motorbike to somebody who needs a car. It doesn't work. That's the first thing. The second thing, if we feel a competitor can do it better, maybe. And yes, there are cases, but I would ensure, and I've done this in every role, that there is a competitive analysis done for every AE knows what the landscape looks like. There is a battle card for every single competitor.

And I actually can click a top spot and I can go to every single one now. And you need to say to the customer, hey, what you're looking to do, we do it. X may do it better. However, here's where we beat X. And it's da, da, da, and da. You are being honest, but you're gently leading them away from where they were kind of going and saying, it won't do that. Does it really matter?

And I actually can click a top spot and I can go to every single one now. And you need to say to the customer, hey, what you're looking to do, we do it. X may do it better. However, here's where we beat X. And it's da, da, da, and da. You are being honest, but you're gently leading them away from where they were kind of going and saying, it won't do that. Does it really matter?

But it'll do this, this, this, and this. It's up to the customer to make the decision then. But again, it is starting with integrity. The second part of your question is the SDR and the AE. So the SDR has a role and their role is to prospect into as many accounts as possible, bring them on a journey and get them in front of the AE.

But it'll do this, this, this, and this. It's up to the customer to make the decision then. But again, it is starting with integrity. The second part of your question is the SDR and the AE. So the SDR has a role and their role is to prospect into as many accounts as possible, bring them on a journey and get them in front of the AE.

The skin in the game for the SDR is they maybe do not care as much about the customer, but they care about them as professionals. They're early in seed and career, they want to get to AE. So what we'll do is if they get to AE,

The skin in the game for the SDR is they maybe do not care as much about the customer, but they care about them as professionals. They're early in seed and career, they want to get to AE. So what we'll do is if they get to AE,

eight months or nine months and a good track record then we make them a senior we just promoted someone this morning in the huddle then they unlock what we call the sgr ae academy where they then have access to my meetings ae one-to-ones and then they're allowed sell into our very lower lower lower your customer so they get some access to what the role is going to look like

eight months or nine months and a good track record then we make them a senior we just promoted someone this morning in the huddle then they unlock what we call the sgr ae academy where they then have access to my meetings ae one-to-ones and then they're allowed sell into our very lower lower lower your customer so they get some access to what the role is going to look like