Events and Webinars

How to self-source 30% of your pipeline as an Account Executive

Adam Sockel

Apr 04 2024


Recently, Aaron Milner, one of Orum’s top Account Executives, joined Jason Bay’s Outbound Squad to share his journey of becoming more self-reliant in sourcing his pipeline. His success story is a testament to the shifting landscape of dedicated Sales Development Representatives, where AEs are now responsible for generating their own deals.

Every Account Executive has experience building pipeline, but what happens when you can’t dedicate your entire day to that job? You must understand how to optimize your calendar, speed up sale cycles when possible, and find genuine opportunities.

In this webinar, you’ll learn how to:

  • Set up the ideal daily/weekly workflow to crush your sales targets
  • How to spot bad accounts to avoid when prospecting (and focus on the top 20%)
  • The 10% rule: How to self-source meetings in less than an hour every day
  • How to improve AE/SDR collaboration
  • Simple outbound plays to land meetings (fast!) within your top accounts