Lead Generation is the first step in the SAAS sales cycle, without leads, you have no one to sell to. In this course, we'll discuss factors you should consider when prioritizing your accounts and in identifying which accounts make it to your strategic vs. non-strategic account list. We will take a look at time management and how to best maximize the AE/BDR time, and how both roles should work together to hunt and build pipeline. The prospecting methods I cover at a high level include cold calling, crafting emails and messaging, and when and how to use social media to build rapport and capture your prospect's attention. There is no silver bullet when it comes to prospecting, but the goal is to always be hunting. A healthy pipeline empowers AEs to have healthy sales cycle, lead generation is crucial to hitting your quota and exceeding beyond in.