Brian LaMannaAE @ Gong | Closed Won 🦙 | 7x President’s Club

Keeping your SDR edge, as an AE

19 Dec 2024 · 1 min

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Brian LaManna advises AEs to retain an SDR-style hunter mentality by owning prospecting and pipeline activities rather than relying on others (marketing, SDRs). He emphasizes daily prospecting as a routine and focuses on two priorities: creating pipeline and advancing pipeline — framing a plan fully within the AE's control.

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Got that thick skin as an SDR where you're just a hunter, you're in attack mode. I create my plan as an A very similar to how I did as an SDR where I want to figure out a path to my goal and over exceeding my goal. That's not reliant on somebody else to have success. It's not reliant on marketing to generate an amazing inbound lead. For me that's just going to show up on my calendar one day. It's not relying on my SPR over here at Gong to have the month of his or her life. I want to have a plan that's fully within my control. So for me, what that looks like as an account executive is I still prospect every single day no matter what I do. It's part of my routine and I make sure that I really keep all my focus on the two things that are going to move the needle the most. Which is number one, creating pipeline and number two, advancing pipeline. And simply said, that's what it all comes back to.