Stop trying to turn AEs into SDRs.

AEs don't have all day for outbound. And their incentives are way different:

⛔️ Meetings
⛔️ Pipeline created
✅ Closed/won revenue

Mark Kosoglow shared this take with me. And it makes a lot of sense.

If you want AEs to do more outbound, don't approach it like you do with an SDR.

The fundamental difference between an SDR and AE:

- SDRs: How can we land a meeting?
- AEs: How can we close a deal?

So take the path of less resistance.

Instead of focusing hard on minimum activity requirements and volume-based outbound approach—lean heavy on a narrow, deep approach.

Fewer accounts, higher quality activity.

How to make this actionable:

1) Help every AE pick out 2-3 accounts that could make their quarter or year
2) Map the accounts together
3) Focus all outbound activity on those accounts
4) Go deep on fewer contacts and customize everything
5) Work 2-3 accounts at a time (or scale up as necessary for smaller ASPs)

Help the AE spend a disproportionate amount of effort on accounts with the biggest reward.

Try this with your AEs and you'll get way more buy-in on self-sourcing.

What are your thoughts on this approach?

#sales #outbound
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