Closing Deals vs Leading Teams w/ Anthony Natoli

Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Anthony Natoli.

Anthony graduated from the University of Arizona in 2015 and then jumped straight into sales as a BDR for Ethos Lending, followed by a promotion to his first AE role where he earned his way into President’s Club not once, but twice in a row.

After Ethos Lending, Anthony moved onto crushing quota at Demandbase, Outreach, and Lattice, followed by a 7 month stint as Head of Sales Development for QA Wolf, until starting his most recent and current role as Senior Account Executive at LinkedIn.

After 10 years of selling for top B2B SaaS companies, including a taste of SDR leadership, I’m excited to dive in and find out first-hand from a top front-line salesperson, what’s actually working today and what isn’t.

Before we get started, if you’re watching on YouTube, please take a moment to subscribe to the channel, like the video, and leave us a comment if you have questions. If you’re joining us from Spotify or Apple Podcasts, please drop us a review and let us know what you think of the episode. This stuff really helps to grow the audience.

Without further adieu, let’s dive in and find out what Anthony has learned over the past decade and more specifically what’s working today at LinkedIn, and what isn’t.

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TOPICS:

00:00:00 Intro

00:02:57 Leadership vs Individual Contributor

00:11:29 The State of Outbound Sales

00:19:40 Growth-at-all-Costs

00:24:52 Picking an employer

00:29:46 Sales Quota Attainment

00:35:45 Quality of Training

00:42:22 AI in Sales

00:48:44 LinkedIn Sales Tips

00:55:47 Favorite Sales Tools

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QUESTIONS:

1. Why did you decide to go back to an AE role after being an SDR leader?

2. What do you think (if anything) is broken with the outbound model?

3. What are your thoughts on Growth-at-all-Costs VS efficient and profitable GTM practices?

4. What do you find most important in selecting a great employer?

5. What do you think is the reason for low sales quota attainment?

6. Have you received enough sales training from your employers or do you seek it on your own?

7. What role do you think AI will play long term in sales?

8. What strategies or tactics do you suggest for salespeople using LinkedIn for outbound?

9. Besides LinkedIn, what are your favorite must-have sales tools?

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LINKS:

Anthony on X: https://x.com/natolisnuggets

Collin on X: https://x.com/collincadmus

Modern Outbound System: https://www.collincadmus.com/the-modern-outbound-system

Sales Coaching: https://www.collincadmus.com/sales-coaching

Founder Coaching: https://www.collincadmus.com/founder-coaching

Collin Cadmus Podcast: https://www.collincadmus.com/podcasts/collin-cadmus-podcast

Revenue Growth Blog: https://www.collincadmus.com/blog

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Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing.

Available on: YouTube, Rumble, Spotify, and Apple Podcasts.