{"id":21289,"date":"2019-09-11T18:24:55","date_gmt":"2019-09-11T17:24:55","guid":{"rendered":"https:\/\/www.intercom.com\/blog\/?p=21289"},"modified":"2020-07-30T12:54:18","modified_gmt":"2020-07-30T11:54:18","slug":"insider-advice-on-sales-closing-role","status":"publish","type":"post","link":"https:\/\/www.intercom.com\/blog\/insider-advice-on-sales-closing-role\/","title":{"rendered":"Making the leap: Insider advice on how to ace your first closing role in Sales"},"content":{"rendered":"<p>A typical career path in Sales, particularly in SaaS companies usually begins in a Sales Development Representative (SDR) role, learning the fundamentals of the profession, before progressing into a closing role such as Account Executive and hopefully moving up the ladder.<\/p>\n<p>I recently wrote about the <a href=\"https:\/\/www.intercom.com\/blog\/sales-career-path-sdr-to-closing-role\/\" target=\"_blank\" rel=\"noopener noreferrer\">virtue of patience for SDRs<\/a> and the unique challenges they face as they transition into closing roles, and the piece struck a chord.<\/p>\n<p>The top takeaways from that post were:<\/p>\n<ul>\n<li>SDRs should ask themselves if their approach generates more and better qualified leads that ultimately drive more revenue and shorten deal cycles.<\/li>\n<li>Hitting your quota isn\u2019t the end goal; becoming the consistent top-performing SDR on your team is.<\/li>\n<li>Most SDRs aren\u2019t ready to be successful in closing roles with less than fifteen months of experience. SDRs are better served by focusing on skill development and maximizing their business impact than their \u201cpromotion timeline.\u201d<\/li>\n<li>There\u2019s more to achieving success in a closing role than qualifying opportunities; identifying these skills and shadowing closing reps sets qualified SDRs apart from other candidates.<\/li>\n<\/ul>\n<p>This mainly drew from my experience transitioning from an SDR to a closing role, which was more than seven years ago now \u2013 and I couldn&#8217;t help but feel that perhaps it could do with a more&#8230; contemporary outlook.<\/p>\n<h2 id=\"advice-from-the-real-experts\">Advice from the real experts<\/h2>\n<p>To add a more recent perspective, I asked some of Intercom\u2019s most promising sales professionals for the top lessons they learned from having successfully made the transition from SDR into closing roles.<\/p>\n<p>For context, the SDR function at Intercom is roughly five years old and today is a critical and vibrant part of our broader sales team. This global team is comprised of more than 20 SDRs located in Dublin, Chicago, San Francisco, and Sydney.<\/p>\n<blockquote class=\"pullquote-style-two\"><p>&#8220;I\u2019ve been the beneficiary of hiring some of these former SDRs into their first closing roles&#8221;<\/p><\/blockquote>\n<p>We\u2019ve celebrated career path wins for dozens of SDRs who\u2019ve transitioned into closing roles and advanced their careers at Intercom in this time. I\u2019ve been the beneficiary of hiring some of these former SDRs into their first closing roles and helping them grow into their new responsibilities \u2013 I am always so thankful to work with such qualified and driven people.<\/p>\n<p>So here are some words of wisdom from former SDRs who\u2019ve successfully transitioned into closing roles on our Account Executive or Relationship Manager teams, in their own words:<\/p>\n<p><a href=\"https:\/\/www.intercom.com\/blog\/author\/patrickoneill\/\"><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-21587 size-thumbnail\" src=\"https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2019\/09\/Paddy-ONeill-150x150.png\" alt=\"Paddy O'Neill\" width=\"150\" height=\"150\" srcset=\"https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2019\/09\/Paddy-ONeill-150x150.png 150w, https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2019\/09\/Paddy-ONeill-48x48.png 48w, https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2019\/09\/Paddy-ONeill-96x96.png 96w, https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2019\/09\/Paddy-ONeill.png 200w\" sizes=\"auto, (max-width: 150px) 100vw, 150px\" \/><\/a><\/p>\n<h3>Paddy O\u2019Neill, SMB Relationship Manager (Dublin):<\/h3>\n<blockquote><p>\u201cIn your first few weeks in a closing role, you\u2019ll have an \u2018oh wow, this is real\u2019 moment that only having a revenue target over your head brings. When it happens, don\u2019t panic and be sure to reach out to your peers. We\u2019ve all been through it, have faith that you\u2019ll come out the other side!\u201d<\/p><\/blockquote>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-21589 size-thumbnail\" src=\"https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2019\/09\/Marianne-Quiray-150x150.png\" alt=\"\" width=\"150\" height=\"150\" srcset=\"https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2019\/09\/Marianne-Quiray-150x150.png 150w, https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2019\/09\/Marianne-Quiray-48x48.png 48w, https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2019\/09\/Marianne-Quiray-96x96.png 96w, https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2019\/09\/Marianne-Quiray.png 200w\" sizes=\"auto, (max-width: 150px) 100vw, 150px\" \/><\/p>\n<h3>Marianne Quiray, Emerging and Small Business (ESB) Relationship Manager (San Francisco):<\/h3>\n<blockquote><p>\u201cKnow your business. As an SDR, it\u2019s important for you to know your competitors, products, opportunity stages, and how many will close. Building this understanding early will help you in a closing role since it\u2019s important to know both your business and your customer\u2019s business. Who are your customer\u2019s competitors? How do they make money? What problems are they trying to solve? This knowledge will help you become a powerful value-based seller.\u201d<\/p><\/blockquote>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-21590 size-thumbnail\" src=\"https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2019\/09\/Selam-Degefu-150x150.png\" alt=\"\" width=\"150\" height=\"150\" srcset=\"https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2019\/09\/Selam-Degefu-150x150.png 150w, https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2019\/09\/Selam-Degefu-48x48.png 48w, https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2019\/09\/Selam-Degefu-96x96.png 96w, https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2019\/09\/Selam-Degefu.png 200w\" sizes=\"auto, (max-width: 150px) 100vw, 150px\" \/><\/p>\n<h3>Selam Degefu, ESB Relationship Manager (San Francisco):<\/h3>\n<blockquote><p>\u201cStart by understanding customer buying stages. When you speak with a prospect make sure you understand what stage of the buying cycle they\u2019re in. Are they just researching, are they actively evaluating solutions, or are they ready to buy? Establishing this understanding early in deals helps me establish mutual close plans and a working timeline, and helps me close deals close faster.\u201d<\/p><\/blockquote>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-21584 size-thumbnail\" src=\"https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2019\/09\/Katie-Mueller-150x150.png\" alt=\"\" width=\"150\" height=\"150\" srcset=\"https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2019\/09\/Katie-Mueller-150x150.png 150w, https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2019\/09\/Katie-Mueller-48x48.png 48w, https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2019\/09\/Katie-Mueller-96x96.png 96w, https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2019\/09\/Katie-Mueller.png 200w\" sizes=\"auto, (max-width: 150px) 100vw, 150px\" \/><\/p>\n<h3>Katie Mueller, SMB Account Executive (San Francisco):<\/h3>\n<blockquote><p>\u201cBuild relationships with your customers! The SDR role is all about finding interest and moving on to the next opportunity. In order to close, it&#8217;s important to understand your customer&#8217;s needs and earn their trust, which takes patience and time.\u201d<\/p><\/blockquote>\n<h3><\/h3>\n<p><a href=\"https:\/\/www.intercom.com\/blog\/author\/kateohanlon\/\"><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-21582 size-thumbnail\" src=\"https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2019\/09\/Kate-OHanlon-150x150.png\" alt=\"Kate O\u2019Hanlon, SMB Account Executive, Intercom\" width=\"150\" height=\"150\" srcset=\"https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2019\/09\/Kate-OHanlon-150x150.png 150w, https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2019\/09\/Kate-OHanlon-48x48.png 48w, https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2019\/09\/Kate-OHanlon-96x96.png 96w, https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2019\/09\/Kate-OHanlon.png 200w\" sizes=\"auto, (max-width: 150px) 100vw, 150px\" \/><\/a><\/p>\n<h3>Kate O\u2019Hanlon, SMB Account Executive (Dublin):<\/h3>\n<blockquote><p>\u201cFeedback is a gift. When moving into a closing role take every opportunity you can to ask for feedback \u2013 from your team, your manager and even your prospects. Although it&#8217;s not always easy to digest, you&#8217;ll identify improvement areas and, when taken onboard, you&#8217;ll grow as a sales professional.&#8221;<\/p><\/blockquote>\n<p><a href=\"https:\/\/www.intercom.com\/blog\/author\/markhughes\/\"><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-21585 size-thumbnail\" src=\"https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2019\/09\/Mark-Hughes-150x150.png\" alt=\"Mark Hughes\" width=\"150\" height=\"150\" srcset=\"https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2019\/09\/Mark-Hughes-150x150.png 150w, https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2019\/09\/Mark-Hughes-48x48.png 48w, https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2019\/09\/Mark-Hughes-96x96.png 96w, https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2019\/09\/Mark-Hughes.png 200w\" sizes=\"auto, (max-width: 150px) 100vw, 150px\" \/><\/a><\/p>\n<h3>Mark Hughes, SMB Account Executive (Dublin):<\/h3>\n<blockquote><p>\u201cLook to build trust and rapport with your prospects\/customers early on. If you genuinely take an interest in their business, then working with them to solve a particular business problem becomes a lot of fun!\u201d<\/p><\/blockquote>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-21586 size-thumbnail\" src=\"https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2019\/09\/Tommy-Dunton-150x150.png\" alt=\"\" width=\"150\" height=\"150\" srcset=\"https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2019\/09\/Tommy-Dunton-150x150.png 150w, https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2019\/09\/Tommy-Dunton-48x48.png 48w, https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2019\/09\/Tommy-Dunton-96x96.png 96w, https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2019\/09\/Tommy-Dunton.png 200w\" sizes=\"auto, (max-width: 150px) 100vw, 150px\" \/><\/p>\n<h3>Tommy Dunton, MME Account Executive (Dublin):<\/h3>\n<blockquote><p>\u201cStaying curious will help you get to the root of a customer\u2019s problem. Remember your prospect likely doesn\u2019t know as much about your product as you, so stay confident knowing that there will likely be mistakes made during an evaluation and that\u2019s okay.\u201d<\/p><\/blockquote>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-21588 size-thumbnail\" src=\"https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2019\/09\/Megan-Hunting-150x150.png\" alt=\"\" width=\"150\" height=\"150\" srcset=\"https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2019\/09\/Megan-Hunting-150x150.png 150w, https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2019\/09\/Megan-Hunting-48x48.png 48w, https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2019\/09\/Megan-Hunting-96x96.png 96w, https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2019\/09\/Megan-Hunting.png 200w\" sizes=\"auto, (max-width: 150px) 100vw, 150px\" \/><\/p>\n<h3>Megan Hunting, Senior Sales Enablement Specialist, former ESB Account Executive (San Francisco):<\/h3>\n<blockquote><p>\u201cStaying extremely organized is a critical skill that\u2019s often overlooked in Sales. Maintaining a consistent, tight process for managing your pipeline and being ruthless about time prioritization will help you quickly respond to leads and focus on needle-moving activities.\u201d<\/p><\/blockquote>\n<p>For any SDRs reading this, we hope there are a few nuggets to apply to your own journey. If you are interested in learning more about the Intercom SDR program and starting a career in tech sales, please visit our <a href=\"https:\/\/www.intercom.com\/blog\/careers\" target=\"_blank\" rel=\"noopener noreferrer\">careers page<\/a> to learn more.<\/p>\n\n","protected":false},"excerpt":{"rendered":"<p>Intercom\u2019s most promising sales professionals share the lessons they learned while successfully transitioning from SDR to closing roles.<\/p>\n","protected":false},"author":392,"featured_media":21594,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"category":[1],"tags":[4115,18340,184,15604,12840],"coauthors":[15189],"class_list":["post-21289","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-uncategorized","tag-career","tag-closing-role","tag-sales","tag-sales-career","tag-sdr"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.3 (Yoast SEO v27.3) - 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