Incentivizing AEs for Outbounding

One of the main points discussed in the podcast is how to motivate Account Executives (AEs) to engage in outbound activities despite high inbound sales win rates. The importance of driving this behavior is highlighted as a strategy for future-proofing against potential changes in demand. Various methods such as spiffs, competitions, and incentives like commission structures are suggested to encourage AEs. Additionally, embracing AI tools and fostering innovation through demo day competitions to enhance outbound workflows is proposed as a strategic approach.