Prospecting might be the hardest part of the sales cycle and yet we want to pawn this responsibility off to SDRs, BDRs, and whatever else we call them because...well it's really freaking hard!
But what I've found is that sales orgs who have their Account Executives dedicating at least an hour a day or a few hours a week to prospecting and cold outreach are the most successful orgs because it keeps those skills sharp and gives the AEs more motivation to close deals since they're doing the sourcing themselves.
Do your AEs do cold outreach or is this gone by the wayside once you're in a closing role?
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