Outbound Squad [Playbook] Account Executives: Steal this framework to self-source 30%+ of your pipeline (without making hundreds of cold calls)
25 snips
Sep 30, 2025 
Join Erika Fuchs, an Enterprise Account Executive at EliseAI, Rob Anderson, Chief Revenue Officer at TitanX, and Darin Alpert, Strategic Account Executive at ZoomInfo, as they dive into the art of self-sourcing. They reveal how top reps can book more meetings without endless cold calls. The trio discusses the evolution of prospecting, effective dialing techniques, and the importance of prioritizing outreach. Discover the psychology behind group emails to C-suite executives and the benefits of leveraging referrals to enhance pipeline efficiency.
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AE Role Is Shifting Back To Prospecting
- The predictable revenue SDR-AE split is breaking as buyers become less proactive and markets more crowded.
- Companies now expect AEs to self-source significant pipeline to make the math work.
President's Club Win From Self-Sourced Deal
- Darin hit President's Club in his first year at ZoomInfo and attributes much to self-sourced deals.
- He once closed a major location-based deal after spotting an unworked account while driving by.
Fix Phone Deliverability First
- Check phone spam risk and rotate numbers to avoid carrier blocks and improve connect rates.
- Use your personal cell under 70 dials/day and local presence to maintain deliverability.
