How to Empower AEs to Improve Their Own Cold Outbound
It’s more common today for AEs to do some of their own outbound prospecting. But there’s still a reliance on SDR colleagues to generate the most outbound pipeline.
Modern prospecting almost requires AEs to get involved earlier instead of waiting for meetings to come in. AEs still need to focus on closing a deal, so how can we make it easier for them to also do prospecting and outreach?
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What You'll Learn
Why AEs should be prospecting if they aren’t already
How to make it easier for AEs to cold outbound and build relationships
Why AEs can often be in a better position to ask for a referral than an SDR
How you can structure your sales team to improve outreach for SDRs and AEs