As an AE I truly believe that you must be performing outbound along side your SDRs to help fill your pipeline. There are always outliers, but for a majority I think this is applicable.
So, what's your outbound strategy to hit your number?
I have a list of focus/strategic accounts (30-50) that I'm targeting with personalized sequences. As I DQ or find new accounts that would fit, I filter them in and out so the count does change every month or so.
I have also been working with my SDR (usually joined by others outside my territory) on call blocks to help his messaging, and grind through the trenches together. I've seen their messaging and confidence improve during this. I've told them if they find accounts that look like great fits to bring to me so we can work on a message/cadence for them to deliver if I don't have bandwidth.
This way I'm getting custom on my accounts, and when they have a hot lead or something they feel is a great fit, they aren't just blasting out some canned BS, and it saves me some time while delivering a custom message.
Besides that: Call blocks (1 or 2, 1 hour sessions a day), researching outside of market hours, and delivering value add when I find good articles/news besides the general cadence.
What are others doing to crush their number?
Any strategies I need to adopt?