Outbound Squad [Playbook] Account Executives: Steal this framework to self-source 30%+ of your pipeline (without making hundreds of cold calls)
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Sep 30, 2025 
Join Erika Fuchs, an Enterprise Account Executive at EliseAI, Rob Anderson, Chief Revenue Officer at TitanX, and Darin Alpert, Strategic Account Executive at ZoomInfo, as they dive into the art of self-sourcing. They reveal how top reps can book more meetings without endless cold calls. The trio discusses the evolution of prospecting, effective dialing techniques, and the importance of prioritizing outreach. Discover the psychology behind group emails to C-suite executives and the benefits of leveraging referrals to enhance pipeline efficiency.
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President's Club Win From Self-Sourced Deal
- Darin hit President's Club in his first year at ZoomInfo and attributes much to self-sourced deals.
- He once closed a major location-based deal after spotting an unworked account while driving by.
Avoid Weird Calling Patterns
- Rotate 3–5 numbers and avoid odd calling behaviors (hangups before voicemail, many calls in succession).
- Use local dialer presence and keep dials under thresholds to stay out of spam filters.
Narrow Your Martini Glass
- Prioritize accounts by fit, white space and buying signals rather than blanket lists.
- Target accounts with customer stories, new hires, acquisitions or budget season timing first.
