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Outbound Squad
[Live Training] Account Executives: Steal this framework to self-source 30%+ of your pipeline (without being a spammer)
Apr 9, 2024
Aaron Milner from Orum and Kyle Parrish from Mixmax share insights on self-sourcing pipeline, creating ideal customer profiles, leveraging case studies, prospecting strategies, setting personalized KPIs, multichannel prospecting, and balancing prospecting for enterprise AEs. They discuss prioritizing, committing, and executing outbound strategies, emphasizing collaboration with SDRs and personalized communication to engage prospects effectively.
01:01:57
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Quick takeaways
- Self-sourcing 30%+ of pipeline enhances deal size and reduces reliance on inbound sources.
- Prioritize, commit, and execute framework aids AEs in effective self-sourcing.
Deep dives
Importance of Self-Sourcing Pipeline
Self-sourcing 30% of your pipeline is crucial for account executives to land larger deals and reduce reliance on marketing or inbound sources. The episode underscores the need to prioritize self-sourcing efforts and highlights the challenges sales teams face in the current tech sales landscape.
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