Your guide to getting AEs to self-prospect (finally)
The Revenue Formula
Transforming Sales with AI and Self-Prospecting
This chapter explores how Artificial Intelligence is reshaping sales strategies and the evolving responsibilities of account executives (AEs) in customer engagement. It highlights the challenges AEs face with self-prospecting, the importance of incentive structures, and the psychological factors influencing motivation. The discussion also emphasizes building a culture of self-prospecting within sales teams by leveraging past connections and simplifying incentive frameworks.
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