Accelerate 2021 is a 2-day virtual summit that features 15 speakers, including some of the most respected leaders from the sales tech industry and the most loved sales coaches we have all admired and learned from.

This is a blog series where we examine speakers from Accelerate. Today’s featured speaker is  Tito Bohrt, a reputed investor and the CEO of AltiSales.

Tito Bohrt is always ready to help any sales rep scale up and give them actionable advice. By being an investor and advisor for an array of companies and running AltiSales, he works towards providing world-class training to all the sales folks, further helping them get high-quality meetings booked.

Here’s an interview with Tito where he speaks about his greatest win in sales, some advice for SDRs considering SDR management roles, and a lot more.

Q. How do you think sales has changed over the past 5 years? What do you predict will happen in the next 5 years?‍

The ability to inspect and train AEs using recording technology and Sales Ops Dashboards is changing. Especially, the way we get our team to hit quota. It used to be that 20% of sellers sold 80% of the product, but now it's much easier to replicate your top AEs and top SDRs success.

Q. What is the one piece of advice you'd like to give to people who are just starting out in sales?‍

Listen to every podcast you can get your hands on, take diligent notes, and execute. Practice makes you perfect, and there are plenty of people sharing amazing information out there.

Q. Can you tell us a bit about your greatest win in sales, something that still motivates you to date?‍

For me, it’s taking my company from $0 to over $6M ARR by selling every deal myself, including a few deals that grew over $1M/yr.

Q. Okay, let’s pretend this is a cold call, what’s your go-to cold calling opener? :)‍

This is what I usually use:

“Hi {{first_name}}, this is Tito Bohrt from AltiSales. I was hoping to speak with you briefly. Do you have 2 minutes?”

Q. What advice would you have for SDRs considering SDR Management roles in today's market?‍

Don't get tempted by the money alone. Management is hard and your commission is now based upon the performance, hustle, and motivation of others. If you truly want to be a manager, think of your job as someone who needs to remove every obstacle, and be a coach as well as a trainer. Come every day not just to make yourself better, but to make your team better.

Q. Do you see quotas disappearing anytime soon to focus more on the buyers?‍

No, I don’t think that’s going to happen. Good sellers learn to sell the right product to the right prospects, but we still need quotas.‍

Q. What will you be talking about at Accelerate 2021?‍

This is what I’ll be covering at Accelerate: ‘From cold call to closed-won. Strategies, tactics, and metrics that help you win more deals.’

Here’s how the topic will help each role:

1. SDRs: Get awesome tips on how to stand out from the crowd‍

2. Marketing: Learn to support your SDR team‍

3. Sales: How to handle Inbound vs. Outbound conversations‍

4. Sales Ops: How to build the right Dashboards to successfully provide leaders the numbers they need.

Q. A book that you recently read and would recommend to others?‍

I recently read - Radical Candor: Be a Kick-Ass Boss Without Losing Your Humanity, written by former Apple and Google executive Kim Malone Scott. It’s really a great read.