Top performing AE’s self-source 25-40%+ of their pipeline from outbound prospecting efforts (Salesloft and the Bridge Group).
So what exactly are these top performers doing 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) They don’t rely on marketing and SDRs to hit their number.
If you’re an Account Executive who doesn’t know how to self-source opportunities in this economy — you’re destined for a layoff.
I’m here to help. Check this replay to learn my framework to self-source a third (or more) of your pipeline so you can prospect more consistently and effectively as an AE.
Speaker:
Jason Bay – Founder and CEO of OutboundSquad
We focused on:
- Setting up the 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
