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AES here's a tip to self- Source more outbound opportunities the most slept on method for AES to generate new outbound is AES here's a tip to self Source more outbound opportunities so a here's a really good tip to self Source more opportunities if you don't have a ton of time to prospect one tip for AES to consistently self- Source opportunities is to actually Prospect so build yourself a system and a framework that allows you to be consistent every single day pick a Target account Google the CEO or Founder's name plus podcast or plus interview scan the transcript and then more likely than not you'll be able to hear how they talk about a really important business priority they're working to achieve use that in the first line of your email to show that they have a valid reason for taking time with you then get scale by looking at other companies that compete with that account and seeing if they share similar business objectives if so you can scale your message by repurposing ing the meat of your content and changing just that first line probably referrals you're talking to customers all day anyway but the vast majority of a I speak to don't ask for referrals like ever they're afraid of hearing no which is like half of sales anyway or they just don't know the right way to ask my favorite way to ask is just anytime they say thank you or yeah sure let's move forward or no let's not move forward I just say hey you're welcome no worries don't so good I don't suppose you know anyone who's a bit like yourself who could benefit from a conversation with me ride the momentum so if you recently closed a deal you have a upsell or cross sale that you recently secured or you recently landed a meeting I want you to ride that emotional High cuz you know it feels good when you do those things and we're going to identify the top three to five accounts in your territory that are assigned to you that match and most closely represent like a lookalike account essentially okay and then you're going to follow the same BL blueprint so if it was a similar type of account that has a similar type of trigger their hiring or a similar type of Problem whatever it might be emulate and follow your past successes anytime you're on to Discovery call with a prospect beforehand look at their LinkedIn profile and see the last company that they work for now this is a really easy way to get simple referrals and introductions is by saying hey I saw you used to work at so and so company uh based on X Y and Z I thought they might be a good fit as well would you recommend I reach out to anybody in the organization now this is a very low friction ask you want to find some time to ask that during the sales call obviously not right away but maybe towards the end of the call and if you're running you know one two three calls a day this can add up over time and you can get a lot of really good information on key accounts to go after and people are changing jobs all the time so there's lots of companies that uh that these prospects can probably give the information on I'm partnering with Jason Bay and the outbound Squad as part of the outbound Sprint in January where I'm going to be talking about developing cool crisp clean messaging that actually helps you convert and make your process more efficient see you there