In this episode of Skip to the Point, Alex is joined by Anthony Natoli, Senior Account Executive at LinkedIn, as he comes to share his ‘Natoli Nuggets’ that he uses to help SDRs and AEs.

Anthony and Alex talk about how to connect research to the customer’s pain with what Anthony calls ‘Problem Prospecting’.

Anthony also teaches Alex some ways to use customer language when out-bounding and to avoid getting caught in feature traps with prospects.

This episode is a must listen not only for tips on prospecting, but on improving discovery!

ABOUT ANTHONY NATOLI

Anthony earned his degree from the University of Arizona in 2015 before launching his sales career as a BDR at Ethos Lending. He quickly advanced to his first AE role, where he proved his skills by securing a spot in President’s Club - twice in a row.

Following his success at Ethos Lending, Anthony went on to exceed quota at Demandbase, Outreach, and Lattice. He then took on a leadership role as Head of Sales Development at QA Wolf for seven months before stepping into his current position as a Senior Account Executive at LinkedIn.

ABOUT ALEX MILLER:

Alex Miller is the daughter of Skip Miller, a renowned sales author and consultant. Though Alex started her sales career a bit later than most, she has leaned on her dad’s wisdom over the past few years to navigate the industry.

Inspired by her dream of following in her dad’s footsteps, Alex created Skip to the Point, a platform where she seeks insights and advice from top experts in the field.

Join Alex on this journey as she gathers knowledge from the best in the industry, aspiring to become a top sales professional herself.