“As an Account Exec here...you'll get tons of inbound, channel, and SDR here. It's little, if any, outbound.”

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.

“As an Account Exec here...you'll get tons of inbound, channel, and SDR here. It's little, if any, outbound.”

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☝️

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Recruiters & sales leaders before 2022

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I bet they're regretting saying that now.

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Here's my thesis on why so many sales orgs are struggling with pipeline creation right now:

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⛔️ Poor culture & expectation setting

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AEs were hired with the expectation that they wouldn't have to outbound. Frankly, I don't blame them for resisting.

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A massive culture shift needs to happen.

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⛔️ Front-line leaders don't know how

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Many of the front-line leaders in your org today sold prior to 2022. At a time when they didn't really have to outbound to crush their target.

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They had an over-inflated SDR org, lots of inbound, and tons of proactive buyers with budget and little oversight.

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These front-line leaders need to be taught how to outbound. So that they can teach and hold their reps accountable.

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⛔️ Lack of marketing/sales alignment

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The age-old problem. But I'm starting to see a very alarming trend of revenue orgs splitting pipeline into 3-4 categories:

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1) BDR sourced

2) Sales sourced

3) Marketing sourced

4) Channel sourced (if applicable)

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What's the problem with this?

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Pipeline building is a sh*t ton more effective when marketing builds tools for reps to enhance their outbound results.

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Content, webinars, assessments—stuff that's actually valuable for the prospective buyer.

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When marketing & sales compete against each other for credit, there's ZERO incentive for marketing to drive the BDR and Sales-sourced pipeline.

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Am I saying that pipeline shouldn't be broken apart? No.

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But we need to create a higher incentive around hitting the total pipeline target. Chris Walker has some interesting ideas around this.

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~~~

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Want to know how the best sales orgs like Shopify, Gong, Zoom, Rippling, and many more are tackling this right now?

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Join me, ‍Scott Leese, and Neil Weitzman for my session on State of Outbound: AI and the future of cold outreach in 2026

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Register here.

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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.
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