If I was starting a new Account Executive role, here’s exactly what I’m doing in my first 30 days:

Step 1: Create a report for people who met with your company 1 year ago

These people already know your company so it should be an easy conversation.

Step 2: Create a closed lost report

I’d categorize these by closed lost reason as well.

Like:

- Budget
- Timing
- Competitor
- Etc….

Step 3: Create a former customers report

Focus on the ones that churned due to:

- Price
- Internal team changes
- Competitor

Now, layer on some buying signals from lemlist (new hires, buyer intent, website visitors) to these reports & you’re golden.

Sequence all of the best fit prospects to start getting some additional demos on your calendar.

Here’s what my closed lost sequence looks like:

(I run this sequence in lemlist)

1. Email day 1

"Hey [Name], I was looking at my notes here at [Your Company] & noticed you told us to reach back out here in [Current Month]

Is it worth circling back?"

2. Call Day 1
3. Automatic Email day 3
4. Call Day 3
5. Automatic Email day 6
6. Call Day 6
7. Automatic Email day 9
8. Call Day 9

More demos = More chances to fail forward.

What else would you add?