Episode 2: How Top AEs Own the Room

From Top SDR to High-Performing AE

In this episode, Alana Anthony, Commercial AE at Nooks, joins EJ to share what helped her move from top-performing SDR to high-performing AE. After nearly three years as an SDR, Alana focused on “doing the job to get the job,” sitting in on AE calls, asking questions, demoing the platform, and learning how to actively participate in deals before officially stepping into the role.

Since becoming an AE, Alana has delivered standout results, including the fastest closed deal in Nooks history, the largest SMB deal in company history, 179% ramp to quota, more than 150% of quota last quarter, and an 80%+ trial win rate. Her biggest lesson: great sales calls come down to owning the room, building trust with every stakeholder, tailoring questions by persona, and creating a buying experience that matches the strength of the product.