Take AE Prospecting From Good To Great!
PRospecting: Your Path to More Revenue
When you're training to tackle Mt. Everest, the mountaineering advice is never "buy out REI and get on the next plane to Tibet". Instead, you're encouraged to train up to your goal: focus on what your success actually looks like, and create a plan of small steps to accomplish your big goal.
Similarly, when you're taking your AE's prospecting skills from a B+ to an A+, you can't depend on a tech stack and the playbook to get them there. You've got to figure out what your end goal is for them, and how you're going to track their progress there.
We're diving into the frameworks and fundamentals for improving reps' prospecting with Karen Rhorer (Atrium), Danny Garcia (Sonar), and Saul Garcia (Health Recovery Systems).
Discussion Topics
How do you define success?
How do you track the progress of your team? What are your key metrics?
When should you re-evaluate your AE prospecting goals?
Key Takeaways
When defining prospecting success, work backwards from your big bookings goal, through how much a deal is worth, what’s the win rate etc, up the funnel to the self-sourcing goal.
Track progress using specific metrics like contacts touched per acct, new accounts/contacts touched, and win rate on self-sourced opps.
You should re-evaluate AE prospecting goals as often as every week to at least every quarter. Some healthy questions to ask are: Are you hitting quota/goals? Are the necessary leading indicators for success actually occurring? Are the target accounts the right ones? Is your ICP correct?