Saad Khan, former BDR Manager at Dooly and current Business Development Manager at Vendr, joins KD in this throwback episode of the Live Better Sell Better podcast. The transition from BDR/SDR to AE requires training and coaching because not every BDR is a good fit to become an AE.Saad suggests doing the 3 layers of pain activity and explains the elements of his Initiation: Give and Get, and Mirroring or turning an I conversation into an Our conversation. He also shares his hot take that there is a 4th unknown phase in the buyer's journey called the Unaware phase.HIGHLIGHT QUOTESDon't create "super reps" and instead coach them on the field - Saad: "Training could be just showing people how to use a tool, how to use Salesforce, how to use Dooly, what to do on a day-to-day. Coaching is you're on the trenches, you're on the field with them, you're working on plays every single day."The 4th phase of the buyer's journey is the Unaware phase - Saad: "People say the Buyer's Consideration Journey is made of 3 phases: Awareness, Consideration, Purchase. I disagree. I think there's one other phase which is the Unaware phase. The standard model suggests that the Awareness Phase is where people are downloading blogs, webinars, and articles. I disagree with that. If people are aware, awareness to me is you're not just aware that my company exists, you're aware of the problem that it solves." You can find out more about Saad in the links below:LinkedIn | InstagramLive Better. Sell Better. is sponsored by our proud partner:Rocket Reach | rocketreach.com