Account Executives: Steal this framework to self-source 30%+ of your pipeline (without being a spammer)
If you became an AE any time after 2010, this is arguably the toughest year in sales.
Prospects are on hiring freezes. And departments are shrinking their budgets.
So what does that mean for you as an Account Executive?
Gone are the days of relying on inbound and SDRs to hit your target.
Top performing AE’s self-source 30%+ of their pipeline from outbound prospecting efforts (Salesloft and the Bridge Group).
Here’s what they do differently:
1) Hyper-focus on their top accounts (and disqualify the rest—usually more than half)
2) Not afraid to outbound directly to senior executives (and know the language they speak)
3) Don’t rely on marketing and SDRs to hit their number
If you're an Account Executive who struggles to self-source opportunities in this economy — we’re here to help.
In this training, you’ll learn how to:
Set up the ideal daily/weekly workflow to crush your sales targets
How to spot bad accounts to avoid when prospecting (and focus on the top 20%)
The 10% rule: How to self-source meetings in less than an hour every day
How to improve AE/SDR collaboration
Simple outbound plays to land meetings (fast!) within your top accounts
