In this episode of Bold Calling, Adam Sockel sits down with Allie Brotherton, Senior Sales Manager at Orum, and Nick Cegelski, co-host of 30 Minutes to President's Club and co-author of Cold Calling Sucks and That's Why It Works. Together, they dive into the increasingly critical topic of self-sourcing for account executives. From actionable tips to thoughtful strategies, this episode is a masterclass for any AE looking to take control of their pipeline.

What You'll Learn in This Episode:

• Why self-sourcing is no longer optional for AEs in today's sales landscape.
• The importance of funnel math and setting realistic self-sourcing goals.
• The power of cold calling and how it complements email and LinkedIn outreach.
• How to use time blocking to supercharge your prospecting productivity.
• Practical advice on building referral pipelines that actually work.
• The value of preparing personalized small talk to build rapport with prospects.
• Tips for maintaining strong professional relationships over time.

Key Quotes:

• Nick Cegelski: "Your success in sales is determined by the number of uncomfortable conversations you're willing to have."
• Allie Brotherton: "Get focused on finding the right types of accounts. Don't cast a wide net—target the ones with the highest likelihood to close."
• Nick Cegelski: "Referrals are an amazing way to generate new business if you treat them like another outbound channel."
• Allie Brotherton: "The best sellers have a plan for everything. They don't wing it; they prepare and stay diligent."

Actionable Takeaways:

1. Cold Calling Best Practices:

   • Treat it like a workout: Focus on one intense block rather than spreading calls throughout the day.
   • Use prime morning hours for calls and reserve afternoons for prospect list building.
   • Stay consistent, even on challenging days—discipline is key.

2. Referral Strategies:

   • Be intentional: Prepare a tailored reason and draft a ghostwritten message for your champions to send.
   • Regularly revisit closed-won opportunities and your champions' networks for warm leads.
   • Treat referrals as a recurring prospecting channel with time blocked for this specific task.

3. Time Management for AEs:

   • Block time for both preparation and execution, keeping them separate.
   • Swallow the frog: Start your day with the task you like least to free up mental space for other priorities.
   • Be flexible: If the day gets disrupted, make up for lost prospecting time.

Resources Mentioned:

• Cold Calling Sucks and That's Why It Works by Nick Cegelski and Armand Farrokh
• 30 Minutes to President's Club Podcast
• Connect with Allie Brotherton on LinkedIn
• Connect with Nick Cegelski on LinkedIn

This episode is a treasure trove of advice for AEs navigating self-sourcing. Whether you're building lists, crafting cold calls, or asking for referrals, success comes down to preparation, consistency, and embracing discomfort. Tune in now to level up your sales game!