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:
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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.
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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.
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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:
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!
