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AEs - What is your outbound strategy

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?

๐Ÿ”Ž Prospecting
๐Ÿ‘‘ Sales Strategy
๐ŸฅŽ Training
7
Justatitle
Politicker
+7
Senior AE
When you close an account call up their 10 competitors and say hey I just worked with them and they chose us for xyz reason, you guys have similar problems lets go ahead and talk to each other.ย 
Ch
ChunkyButters
Politicker
+5
AE
Good idea. I'm doing this to some extent, but need to execute on it more.
GDO
Politicker
+6
BDM
They probably have the same pains that need to be solved.ย 
bigiron
Territory Manager
I cover a region so I try to host one customer-facing event per quarter where an engineer or specialist presents on a certain type of technology. Customers love this, and partners love inviting our joint customers to events like this. At the event I work the crowd and uncover tons of legitimate opportunities and set meetings
Ch
ChunkyButters
Politicker
+5
AE
We are just starting to travel and got budget for happy hours and network events so this is in the works.
Rallier
Politicker
+9
Account Executive
I mostly prospect based on people's LinkedIn activity. I know it doesn't work for everyone, but I've found some success with it.ย 
TheSolicitorGeneral
Politicker
+5
Small Market AE
Coordinate with marketing and do virtual 'drops' in the form of regional e-gift cards. It's fun to call on as an SDR, and as a prospect.. who doesn't like a free lunch?
2
How do you compensate your SDRs who do both inbound and outbound prospecting?
Question
4
Where have you seen most success?
+17
CuriousFox , ย  verbalzzzzzz , ย  sam ย  and 17 people voted
*Voting in this poll no longer yields commission.
7
How Do You Treat Inbound Vs Outbound Leads
Question
12
I treat inbounds and outbounds the same
+40
SlinginSoftware , ย  JuicyKlay , ย  verbalzzzzzz ย  and 40 people voted
*Voting in this poll no longer yields commission.
5
Thoughts on a SaaS org that promotes outbound reps to inbound reps?
Question
5
Is this promotion path normal?
+35
Broncosfan , ย  washedD1soccer , ย  aiko ย  and 35 people voted
*Voting in this poll no longer yields commission.