"Our BDRs have Outreach licenses, but our AEs don't. And we expect our AEs to self-source 30-50% of their pipeline."

What’s a Rich Text element?

What’s a Rich Text element?

The rich text element allows you to create and format headings, paragraphs, blockquotes, images, and video all in one place instead of having to add and format them individually. Just double-click and easily create content.

The rich text element allows you to create and format headings, paragraphs, blockquotes, images, and video all in one place instead of having to add and format them individually. Just double-click and easily create content.

Static and dynamic content editing

Static and dynamic content editing

A rich text element can be used with static or dynamic content. For static content, just drop it into any page and begin editing. For dynamic content, add a rich text field to any collection and then connect a rich text element to that field in the settings panel. Voila!

A rich text element can be used with static or dynamic content. For static content, just drop it into any page and begin editing. For dynamic content, add a rich text field to any collection and then connect a rich text element to that field in the settings panel. Voila!

How to customize formatting for each rich text

How to customize formatting for each rich text

Headings, paragraphs, blockquotes, figures, images, and figure captions can all be styled after a class is added to the rich text element using the "When inside of" nested selector system.

Headings, paragraphs, blockquotes, figures, images, and figure captions can all be styled after a class is added to the rich text element using the "When inside of" nested selector system.

"Our BDRs have Outreach licenses, but our AEs don't. And we expect our AEs to self-source 30-50% of their pipeline."

☝️

This is more common than you'd imagine.

Are you evaluating new sales tech & renewals for H2 2024 and 2025?

Don't make these mistakes.

⛔️ 1) Not investing in sales engagement tools for AEs

If you want your AEs to self-source more pipeline, don't make it harder than it needs to be. If your BDRs have Outreach seats, every AE should have them.

If outbound is hard and manual—don't expect your AEs to do it.

⛔️ 2) Unnecessary consolidation

The big 5 (ZoomInfo, Clari, Outreach, Gong, Salesloft) are now playing in sales engagement, revenue intelligence, conversational intelligence, deal management, etc.

You'll be tempted to consolidate into a single vendor. This MIGHT be a good decision, but don't do it to save money.

Example: The sales engagement platforms across these vendors are not created equal. Some are better than others, depending on your team's unique needs.

Don't sacrifice productivity by consolidating into an inferior tool to save money.

⛔️ 3) Neglecting basic sales needs

For an outbound-focused org, these are the basics:

- CRM
- Sales Engagement Platform (Sequencing, etc.)
- Data (phone numbers, emails, etc.)

Everything beyond this is a luxury. Don't make the mistake of investing in the latest and greatest AI deal management solution—and cutting your data spend.

Your reps can't outbound without emails and phone numbers.

⛔️ 4) Using tech to fix a people or process problem

Your org might be better off investing in more Rev/Sales ops support vs. more tech. You likely have enough tools but lack proper workflows and rep enablement to utilize them.

Example: Do your reps have a good workflow for reaching out to past customers who are now working at companies that are not customers yet? I've encountered one sales org with a great workflow that didn't require reps to hop between 5 different tools to pull this play off.

Tech is only as good as the workflows and the people executing them. Invest in your ops or enablement teams to help with this.

Ready to chat?

Our programs aren’t for everyone. Book a call with us if your sales org has any of these goals below.
You need to pivot to outbound and reduce reliance on marketing.
You need to move up-market to land larger logos.
You need AEs to excel at self-sourcing their own opportunities.
Book a Call
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