AJ Tennant

actively listening and morphing and changing to the conversation.

Where I see the best outbound and ways to do messaging is tailoring it very specifically, doing the research. But more important, it's come in with a point of view and then listen to the customer and adjust from there. Do you think AEs should be doing their own outbound? Absolutely.

Where I see the best outbound and ways to do messaging is tailoring it very specifically, doing the research. But more important, it's come in with a point of view and then listen to the customer and adjust from there. Do you think AEs should be doing their own outbound? Absolutely.

Where I see the best outbound and ways to do messaging is tailoring it very specifically, doing the research. But more important, it's come in with a point of view and then listen to the customer and adjust from there. Do you think AEs should be doing their own outbound? Absolutely.

Every company I've been a part of, I want AEs to be joining, expecting that they have to do outbound and they're not going to have a BDR. The reality is, is you're going to have a lot of help from product marketing, content marketing. You're going to get the support you need in the field marketing.

Every company I've been a part of, I want AEs to be joining, expecting that they have to do outbound and they're not going to have a BDR. The reality is, is you're going to have a lot of help from product marketing, content marketing. You're going to get the support you need in the field marketing.

Every company I've been a part of, I want AEs to be joining, expecting that they have to do outbound and they're not going to have a BDR. The reality is, is you're going to have a lot of help from product marketing, content marketing. You're going to get the support you need in the field marketing.

But the AEs that do the best are the ones that are also spending the time in the cycles to do the outbound themselves.

But the AEs that do the best are the ones that are also spending the time in the cycles to do the outbound themselves.

But the AEs that do the best are the ones that are also spending the time in the cycles to do the outbound themselves.

The whole concept of the playbook, like I'm going to be a little controversial. Like I'm not a huge playbook person.

The whole concept of the playbook, like I'm going to be a little controversial. Like I'm not a huge playbook person.

The whole concept of the playbook, like I'm going to be a little controversial. Like I'm not a huge playbook person.

My view is that playbooks are fancy word for what is your strategy? What is your outbound messaging? What is your plan? Sales is very simple. You have prospects that are in a certain target ICP. You have messaging. You have a really good product. You have content marketing that's going around that product.

My view is that playbooks are fancy word for what is your strategy? What is your outbound messaging? What is your plan? Sales is very simple. You have prospects that are in a certain target ICP. You have messaging. You have a really good product. You have content marketing that's going around that product.

My view is that playbooks are fancy word for what is your strategy? What is your outbound messaging? What is your plan? Sales is very simple. You have prospects that are in a certain target ICP. You have messaging. You have a really good product. You have content marketing that's going around that product.

And you need to go outbound, get someone interested, convert that interest into an opportunity, and then start someone through a sales funnel. Kind of building it up as more than it is sometimes I think complicates it. And so I like to bring it down to just very simple things like, are you getting net new meetings?

And you need to go outbound, get someone interested, convert that interest into an opportunity, and then start someone through a sales funnel. Kind of building it up as more than it is sometimes I think complicates it. And so I like to bring it down to just very simple things like, are you getting net new meetings?

And you need to go outbound, get someone interested, convert that interest into an opportunity, and then start someone through a sales funnel. Kind of building it up as more than it is sometimes I think complicates it. And so I like to bring it down to just very simple things like, are you getting net new meetings?

Are you then converting those to opportunities and then working those through a funnel?