Outbound Squad A simple framework to get AEs self-sourcing pipeline
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Oct 14, 2025 Jason and Clara dive into the importance of AEs self-sourcing their own pipelines in response to industry changes. They discuss how embedding prospecting into weekly routines strengthens accountability, featuring daily huddles and activity updates. Leaders actively participating in prospecting sessions fosters a culture of engagement and commitment. Practical tips are shared on managing meeting loads while making training relevant and impactful. Overall, it’s about aligning leadership behaviors with the prospecting efforts of the team.
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AE Self-Sourcing Is A Growing Necessity
- Many SaaS orgs must shift AEs to self-source pipeline because inbound/SDR alone no longer scales to targets.
- This trend forces reps who haven't prospected in years to rebuild outbound skills rapidly.
Manager Who Turned AEs Into Prospectors
- A sales manager got every AE to self-source two to four meetings weekly by baking prospecting into routines and coaching deeply.
- Jason dug into her system, replicated it across other leaders, and saw strong adoption and results.
Prospecting Requires Habit-Level Rigor
- Getting AEs to prospect is like training someone to go to the gym; it requires repeated, enforced practice and cultural change.
- Managers must treat prospecting as a weekly discipline, not a one-off expectation.