The Revenue Formula

Your guide to getting AEs to self-prospect (finally)

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Getting AEs to self-prospect is fun: AEs will complain, procrastinate, and straight up not do it.

In todays episode, we share some simple tricks to get account executives excited and motivated to self prospect (hint: it's about $).

  • (00:00) - Introduction
  • (03:12) - AI in Sales and Self Prospecting
  • (05:41) - Challenges of Self Prospecting
  • (07:57) - Incentives for Self Prospecting
  • (11:43) - Pipeline Generation and Commission Strategies
  • (16:53) - Navigating AE and SDR Roles
  • (17:43) - Impact of Self-Prospecting on Performance
  • (18:50) - Incentivizing Prospecting Targets
  • (23:01) - Team-Based Incentives and Collaboration
  • (26:33) - Testing and Adjusting Incentives
  • (28:34) - Simple and Effective Incentive Ideas
  • (29:52) - Visual and Tangible Incentives
  • (31:42) - Incentives for High-Value Deals

    • This episode is brought to you by Everstage - the highest-rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,

    You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage’s RevOps experts—crafted for enterprise teams to maximize performance.


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    The Revenue FormulaBy Toni Hohlbein & Mikkel Plaehn
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