Charles Yoksh

Most deals don’t die in discovery But they might die in the handoff The SDR → AE transition is where momentum is either protected… or lost Arielle Macias is leading a team of SDRs so it's a conversation that keeps coming up at home Fun, eh? SDRs fight for the meeting AEs decide if it’s worth the calendar slot And that’s where friction shows up I’ve seen it play out both ways: 1. SDRs chasing quotas, booking meetings just to hit the metric 2. AEs cherry-picking, rejecting anything that doesn't look it came straight out of FAO Schwarz End result? Deals slip Pipeline leaks Both sides point fingers. Here's my opinion: The handoff is not a checkbox. It’s a trust contract. When SDRs over-qualify, they set AEs up to win. When AEs treat “messy” meetings as chances instead of chores, pipeline compounds. It’s not about perfect meetings. It’s about momentum. The question isn’t “who owns what.” It’s: how do we make sure the ball keeps moving? The best orgs don’t argue about SDR vs AE ownership. They design handoffs so nobody drops the ball.

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Volume fills your CRM. Strategy fills your pipeline. Most reps are drowning in activity but starving for results. Here's why 👇 1️⃣ Templates → Volume sellers blast identical emails to everyone. → Strategic sellers personalize for each persona - one line that actually lands. 2️⃣ Targeting → Volume: chase quantity over fit. → Strategy: chase high-value ICPs who can actually buy. 3️⃣ Follow-ups → Volume: send 1-2 generic bumps. → Strategy: build sequences based on behavior - timing, opens, intent. 4️⃣ Conversations → Volume: rely on scripts. → Strategy: ask real questions and create trust. 5️⃣ Metrics → Volume: measure sends. → Strategy: measure replies, meetings, and revenue. Tools that make strategy scalable: 🧰 → Reply - multichannel outreach that feels personal, not spammy. → Jason AI (by Reply) - automates personalization and follow-ups with real context. → Clay - enriches your data to find and prioritize high-fit prospects. Because the best reps don’t just send more emails - They send the right ones, to the right people, at the right time. Follow for more sales insights! 💬

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Big news! 🚀 Mission Andromeda has landed, kicking off Gong’s new product launch cadence. This launch brings powerful new capabilities to help revenue teams move faster and execute with confidence, including: ✨ Gong Enable — AI role-plays to help reps practice real moments before they happen live ✨ Gong Assistant — always-on conversational guidance for everyday workflows ✨ Account Boards — unified view of all accounts to align AE + CS ✨ Account Console – deep dive view of a single account ✨ Gong MCP Support — integrated AI across your tech stack Proud to be part of a team building the #1 revenue AI OS,  and excited to see how customers put these updates to work. Learn more: https://lnkd.in/ek36q7Jv

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SDR managers talk a lot about activity and efficiency. But most teams aren't tracking the metric that matters: held demos per 100 calls. Most SDRs sit between 0.5–1.2 demos held per 100 calls. Good teams find ways to push that to 2–3. Here’s how we help clients do it: • Tighten your call market , go deeper on fewer personas • Ditch the full pitch , sell the conversation, not the whole platform • Measure show rate weekly , optimize scripts and CTAs accordingly • Get fast attribution on held demos , what list, what persona, what trigger More calls is not the answer. 100 smart calls will always beat 500 lazy ones.

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