How to go from BDR to AE in 18 months or less

There won’t be a day you’ll go to sleep a BDR and wake up as an AE

If you think about becoming an AE, there has to be a transition phase that prepares you for it

But before I go there, let me be 100% real...

If you can’t build a solid ?????????????? pipeline as a BDR, I would highly recommend staying in your role

I’ve seen so many BDRs go for the fancy titles just to realize that they, excuse my French, suck at generating ?????????????? pipeline

Why the rush?

Are you in sales to build a highly lucrative career and change your life and the lives of your loved ones?

Or are you more concerned about what other people think of you because you’re “just” a BDR?

All sales can be broken down into three fundamental steps: Generating pipeline, progressing opportunities, and closing deals

As a BDR, you get to learn and become really good at no. 1. Think of it like getting paid to learn on the job

Now that you’ve proved to your company and more importantly ???????????????? that you can generate a solid pipeline, you’re ready for step 2.

And this is where the transition happens…

If you follow these steps you got very good chances to transition successfully from a BDR to an AE

→ ???????? ?????? ?????????????????? ?????????? ?????? ?????????????????? ?????? ??????????. How is the AE starting the call, framing it, asking questions, replying to questions, identifying more pain, etc?

→ ???????? ?????????? ??????????????????????-?????????????? (????????????????) ???????????????? - This is when you start learning how to leverage a whole team to progress opportunities

→ ?????? ???????? ????s ???? ???????? ?????????? ???????????????? ?????????? - here you’ll learn what questions sales managers usually ask to identify potential gaps and help the AE mitigate the risk of losing a deal

If you do this for 6-12 months ?????????? crushing your KPIs, you’re well on your way to becoming a successful AE

Remember to take your time...

If you can’t build a solid pipeline as a BDR, you will almost certainly not make your number in your first year as an AE

Even financially it doesn’t make sense. An over-performing BDR can earn more money than an underperforming AE

Why put yourself in that position?

TL;DR

Step 1 - Become a pipe gen machine

Step 2 - Join meetings and learn

Step 3 - Go from BDR → AE and crush it in year 1

Rooting for you, ??!