Jacob

Founding AE

[Jacob @JacobD9810]

Sharing my Gong stats, this is a mix of discos and demos.

Most reps rush to pitch.
The best ones wait.

Patience: 0.94 sec
Talk time: 44%
Customer story: 1:18

Let the buyer breathe. Let them talk.
That’s where the money is.

[Jacob @JacobD9810]

@gtmba_ @natolisnuggets That’s why a tool like https://t.co/ZjlFzI8N7B does way more personalized and targeted outreach.. also the way it shortlists candidates is by buying signals/scoring

[Jacob @JacobD9810]

@edgaralandough This is exactly the steps I’ve done. Completing the marathon in 2 weeks

[Jacob @JacobD9810]

Weekend long runs

[Jacob @JacobD9810]

@drmarlonperalta What dose did you start with vs now?

[Jacob @JacobD9810]

@RooktoRep 100% feel like that.. hard to unplug

[Jacob @JacobD9810]

@thecamjwright This is how we have broken into so many accounts recently.

We are also trying more activity based events. Which has seen great engagement as well

[Jacob @JacobD9810]

@salesxsaas What do you use the most?

[Jacob @JacobD9810]

@jjen_abel Didn’t realize how true this was till I joined enterprise motion 3 months ago

[Jacob @JacobD9810]

@vulturetrades Spy

[Jacob @JacobD9810]

@romanbuildsaas Dm

[Jacob @JacobD9810]

@NickAbraham12 How have you found the data? I use Apollo very hit or miss

[Jacob @JacobD9810]

First 2 months being in enterprise sales a few key things I discovered:

1. less about activity, more about relevance.
who you sell to + why they care matters way more than volume.

2. breaking into big accounts isn’t just about execs.
talking to people closer to the work gives you way better context and makes senior convos easier later.

3. still surprised how well the basics work at enterprise.
email. phone. linkedin. short personalized video.
most people won’t do all four, so when you do it stands out.

[Jacob @JacobD9810]

@paolo_scales Vid

[Jacob @JacobD9810]

Closing the chapter on Senior account executive… moving up to enterprise sales next week.

Different ball game but excited for the future

[Jacob @JacobD9810]

After hitting 102% beginning of Q3, August hit less than 50% for the first time in years.

Time to go back to the basics

[Jacob @JacobD9810]

@JoshuaSteinman HubSpot

[Jacob @JacobD9810]

@saas_seller I’ve had prospects say that a few times now

[Jacob @JacobD9810]

Cold emailing has always been hit or miss for me. Tried switching to texting style and been great so far

[Jacob @JacobD9810]

@saas_seller Fathom is great, it’s a zoom product