Playbook · Account Executive
30–40%
Pipeline self-sourced
5–7
Stakeholders per deal
42–67d
Mid-market cycle
$29
Finder + sender flat
Inbound is shrinking. Buyer committees are larger. Procurement gets involved earlier. The AEs who hit quota built systems for self-sourced pipeline, multithreading, and honest qualification — three years ago.
This playbook is the system, broken down into the exact behaviors that move attainment.
Daily 90-minute prospecting block, non-negotiable.
Champion + economic buyer + 1 user by call 2.
Saves the quarter when you say no fast.
Written, dated, agreed on call 3 or 4.
Stale > 14d = at-risk, no exceptions.
| Behavior | Win rate | Cycle length |
|---|---|---|
| Single-threaded | 12% | 94d |
| 2–3 threads | 24% | 71d |
| 4–5 threads | 38% | 58d |
| Mutual plan signed | 47% | 49d |
| Economic buyer in disco | 53% | 42d |
[First] — based on what you shared, here's a proposed plan to a decision by [date]. Open to edits. 1. Technical validation: [date] with [user] 2. Security review: [date] with [IT contact] 3. Economic alignment: [date] with [EB] 4. Procurement kickoff: [date] 5. Signature window: [date] Worth a 15-min sync to align?
— [AE Name]
| Feature | HuntMeLeads | Typical alternative |
|---|---|---|
| Finder + verifier | HuntMeLeads ($29 flat) | Per-credit, $200+ |
| Sequencer | Native + warmup | Separate tool |
| CRM hygiene | Required field rules | Optional |
| Call recorder | Auto-transcribed | Manual notes |
| Forecast cadence | Weekly with next-step | Monthly gut-check |
| Mutual plan | Standard | Ad hoc |
✕ Skipping prospecting
The 90-min block is the job.
✕ Single-threading
Champion leaves → deal dies.
✕ Happy ears
Qualify out faster than you'd like.
✕ Forecast hope
Next-step or it's at-risk.
Finder, verifier, sender, and warmup — flat $29. Self-source 30% of pipeline this quarter.
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