-By far the biggest key to my success as an AE was to go out of my way to solve prospects’ problems even though it wasn’t my job.
-They need a partner? Find 3 and intro them. They need a new hire? Network internally and refer some candidates. They have no time to evaluate? Create a work back plan for them that they can present to management.
-Leading with value in sales is the easiest way to stand out and build trust.
-You might think you’re just another AE, but if you let yourself feel that way, that’s all you’ll be.
-Take the initiative to grab virtual coffee or meet with directors and VPs in your segment.
-Meet with other top performers in your segment and listen to their call recordings to continue to level up
-As an AE, 80% of your number will often come from less than 20% of your accounts
-Make sure you are not falling into the trap of wasting time on accounts that you can’t close or aren’t worth your time even if they do.
-The best reps are experts and knowing what opportunities are worth it and will spend majority of their time winning those deals rather than trying to cast a wide net.
-The AE role might feel rigid, but the best reps bring creativity to the job.
-If you’re into sports, bring that into your calls. If you’re an artist, incorporate creative visuals into your prospecting and discovery.
-Being real and human is how you cut through the noise in a sea of automated AI outreach and generic competitors.
-Take the time to master your tools—whether it’s Salesforce, HubSpot, or Outreach.
-Many reps overlook this, but knowing how to create reports or spot hidden opportunities in the CRM is a game-changer.
-Learning the systems will make you faster than your coworkers and build skills you’ll need as you grow.
-Being an AE is all about telling the best story. It’s about truly understanding your prospect better than anyone else and providing a solution for them that they feel confident in.
-Don’t fall into the trap of pitching product features on calls. Even if you have an amazing product, your prospects only care about how you can solve real problems.
-Feature selling will end up commoditizing your product, but if you have a story to sell, you can really differentiate in the sales process.
-There will be days when hitting your number seems impossible, and you feel like working 18 hours is the only way.
-But burnout helps no one, and if you’re grinding 24/7, you’re missing out on the learning and the fun.
-Find ways to reward yourself for daily wins and break things down into bite-sized goals so it’s not all about the quota.
-Having an online presence isn’t optional anymore, especially in sales.
-A lot of “content” out there is just people talking about sales, but not actually doing it. This is your opportunity.
-Start posting weekly—share something you’re working on or a challenge you had. Be real and make it about you.
-Quick responses were a game-changer for me as an AE.
-If someone opens your email, call them. If they respond, reply fast. If they look at your LinkedIn, send them something valuable.
-Always be ready to deliver for prospects, and they’ll remember you when the time is right.
-Just kidding…but also, not really. First Touch can be a huge help with breaking into accounts and adding value to prospects.
-Even if you don’t need help with outreach, lean on our team for advice or any questions you have.
-I was an AE too, and I didn’t have the kind of support that First Touch offers—so take advantage of it!
I was one of the top AEs at HubSpot and Klaviyo and learned quickly the keys to overperforming in the AE role. Now I run a company called First Touch that focuses on helping AEs do deep research and craft personalized messaging so they can book more meetings and have fun doing it!This guide was created to hopefully help you level up in your role and use some of the things that helped me accelerate my career in sales.
