--- title: "Mastering Your Self-Sourced Pipeline: A Guide for Account Executives" description: Learn how Account Executives can master self-sourcing to control their sales pipeline, boost revenue and outperform competitors. image: https://bigbusinessagency.com/hubfs/Self%20sourcing%20Pipeline%20Blog.webp --- [Skip to the main content](https://bigbusinessagency.com/insights/mastering-self-sourced-pipelines-a-guide-for-account-executives#main-content) [![BBA logo](https://bigbusinessagency.com/hubfs/BBA%20logo%20-1.svg "BBA logo")](https://bigbusinessagency.com) [![BBA-logo-dark-orange-white](https://bigbusinessagency.com/hs-fs/hubfs/BBA-logo-dark-orange-white.webp?width=175&height=134&name=BBA-logo-dark-orange-white.webp "BBA-logo-dark-orange-white")](https://bigbusinessagency.com) - [Home](https://bigbusinessagency.com) - Get more leads - [Google Ads & Pay Per Click](https://bigbusinessagency.com/services/google-ads) - [Ad Intent Data](https://bigbusinessagency.com/ad-intent-data) - [Managed Growth Plans](https://bigbusinessagency.com/services/b2b-lead-generation) - [Contact us](https://bigbusinessagency.com/contact-us) Search [Get In Touch](https://bigbusinessagency.com/contact-us) Toggle Menu Search Toggle Menu [Get In Touch](https://bigbusinessagency.com/contact-us) - [Home](https://bigbusinessagency.com) - Get more leads - [Google Ads & Pay Per Click](https://bigbusinessagency.com/services/google-ads) - [Ad Intent Data](https://bigbusinessagency.com/ad-intent-data) - [Managed Growth Plans](https://bigbusinessagency.com/services/b2b-lead-generation) - [Contact us](https://bigbusinessagency.com/contact-us) [Instagram](https://www.instagram.com/thebigbusinessagency/) [Linkedin](https://uk.linkedin.com/company/big-business-agency) - CPQ - B2B eCommerce - Customer Portal - Quote to Cash - Field Service Management **B2B Sales Consulting** - Big Deal Pursuits, Execution and Performance - Sales Strategy Consulting - Sales Process Consulting **Technology Implementation** - CPQ Implementation - Quote to Cash Implementation - HubSpot Integration - Proof Of Value - HubSpot Onboarding - HubSpot Implementation - Service Hub Implementation **Advertising Services** - [Ad Intent Data](https://bigbusinessagency.com/ad-intent-data) - [LinkedIn Ads](https://bigbusinessagency.com/services/linkedin-ads) - [Google Ads](https://bigbusinessagency.com/services/google-ads) - [B2B Multi Channel Campaigns](https://bigbusinessagency.com/services/b2b-lead-generation) - LinkedIn Automation for Social Selling Campaigns (ads optional) **HubSpot Software** - Service Hub for Help Desk - Content Hub for Marketers - Sales Hub for Sales Teams - [Case Studies](https://bigbusinessagency.com/case-studies/customer-service-workflows-and-automation) **More Amazing Software** - Mobileforce CPQ - CommercePro - Commercient - Expandi 7 min read # Mastering Your Self-Sourced Pipeline. A Guide for Account Executives [![Picture of Peter](https://app.hubspot.com/settings/avatar/1813754dd5e08fbe2141e42786d34f34) Peter](https://bigbusinessagency.com/insights/author/peter-russell-smith) : Oct 4, 2024 3:37:44 PM [Sales growth](https://bigbusinessagency.com/insights/tag/sales-growth) [Lead Generation](https://bigbusinessagency.com/insights/tag/lead-generation) ![Mastering Your Self-Sourced Pipeline. A Guide for Account Executives](https://bigbusinessagency.com/hubfs/Self%20sourcing%20Pipeline%20Blog.webp) [How to get over 90% Pipeline Accuracy](https://bigbusinessagency.com/insights/how-to-get-over-90-pipeline-accuracy)Account Executives (AEs) face increasing pressure to generate their own leads. In fact, according to a keynote speech at the recent HubSpot INBOUND 24 event, ***top-performing AEs should aim to self-source at least 30% of their sales pipeline**.* With inbound leads becoming more expensive and less predictable and SDR teams stretched thin, self-sourcing is no longer just a nice-to-have skill - it’s essential. But what does it really take to master the art of self-sourcing your pipeline? In this guide, we’ll break down proven strategies to help you take control of your sales process and consistently generate new opportunities. With the right approach, self-sourcing can boost your results and set you apart from the competition. Let’s dive right in.     Table of Contents [What does it mean to self-source your pipeline?](https://bigbusinessagency.com/insights/mastering-self-sourced-pipelines-a-guide-for-account-executives#What) [Why is Self Sourcing So Important?](https://bigbusinessagency.com/insights/mastering-self-sourced-pipelines-a-guide-for-account-executives#why) [Step 1 Dial in your ICP](https://bigbusinessagency.com/insights/mastering-self-sourced-pipelines-a-guide-for-account-executives#ICP) [Step 2 Segment and Prioritise Accounts](https://bigbusinessagency.com/insights/mastering-self-sourced-pipelines-a-guide-for-account-executives#Segment) [Step 3 Ensure AEs have Manageable Account Lists](https://bigbusinessagency.com/insights/mastering-self-sourced-pipelines-a-guide-for-account-executives#lists) [Step 4 Hold yourself accountable](https://bigbusinessagency.com/insights/mastering-self-sourced-pipelines-a-guide-for-account-executives#hold) [Step 5 Review and Optimise](https://bigbusinessagency.com/insights/mastering-self-sourced-pipelines-a-guide-for-account-executives#review) [How to Execute Effective Outreach](https://bigbusinessagency.com/insights/mastering-self-sourced-pipelines-a-guide-for-account-executives#How) [Take Control of Your Pipeline](https://bigbusinessagency.com/insights/mastering-self-sourced-pipelines-a-guide-for-account-executives#control) [FAQs](https://bigbusinessagency.com/insights/mastering-self-sourced-pipelines-a-guide-for-account-executives#faq)   ## What Does It Mean to Self-Source Your Pipeline? Before we get too far, let's make sure we're on the same page. **Self-sourcing your pipeline** means generating your own leads and prospects through outbound efforts, rather than relying solely on inbound leads or sales development reps (SDRs). It’s about owning your success, creating more control over your sales process, and ultimately driving more revenue. ## Why Is Self-Sourcing So Important in Today’s Sales Environment? With the cost of money rising through higher interest rates it's not just inflation that's declining, so are inbound leads. B2B sales is tougher because of a combination of cost pressures and the need for continued growth, and top-performing AEs are adapting and self-sourcing at least 30% of their pipeline. Why? Because it's all about ownership and consistency. When you self-source, you’re not dependent on marketing or SDRs to hit your targets. Plus, it allows you to: - **Control your own destiny** in sales - **Shorten your sales cycle** by building stronger relationships from the start - **Increase your earning potential** by driving more opportunities ![Target ICP](https://bigbusinessagency.com/hs-fs/hubfs/Target%20ICP.webp?width=1080&height=1080&name=Target%20ICP.webp) #### Begin with your Ideal Client Profile Dive into all the nitty gritty details of defining and refining your ICP with help from our*[ICP blog articles ](https://bigbusinessagency.com/big-business-agency-blog/ideal-customer-profile-icp-and-the-buyers-persona)* ![Sales Prospecting](https://bigbusinessagency.com/hs-fs/hubfs/Sales%20Prospecting.jpg?width=1080&height=1080&name=Sales%20Prospecting.jpg) #### Get your prospecting balance right **Relying on inbound leads alone is no longer the best strategy. Increasing your outbound activities is now a must in order to regularly meet your sales goals.** **Aim to fill your pipeline with at least 30% outbound sourced leads, 30% inbound  and  the balance coming from upsell, cross-sell and partner leads.** **LinkedIn can be a good source for generating leads using Sales Navigator to identify good fit ICP prospects. Tools like [Expandi](https://bigbusinessagency.com/linkedin-automation)can help with increasing your productivity and reach.**   ![Top 12 Sales Methodologies ](https://bigbusinessagency.com/hs-fs/hubfs/Top%2012%20Sales%20Methodologies%20image%20pdf%20cover.jpg?width=1080&height=1080&name=Top%2012%20Sales%20Methodologies%20image%20pdf%20cover.jpg) #### Perfect your Outbound methods **As well as your everyday prospecting activities, consider how you can capture more sales from your existing client base.** **Using your HubSpot data, you have the ability to set "upsell triggers" based on the customer's profile and their potential for increased usage, their usage pattern and their suitability for new products.** **Simply create a task in HubSpot to notify a sales person of the potential for upsell in that account.** **HubSpot Sales Hub is a key tool to drive sales engagement with the ability to ** **- Effectively lead score and feed back to marketing** **- Create a deal straight from qualification** **- Easily manage the disqualification process** **- Test messaging and sequences with A/B testing features**     ## Step 1: Dial in Your Ideal Customer Profile (ICP) The first step in self-sourcing is to make sure you're targeting the right people. You can't just go after everyone and anyone. You need to know exactly who your ideal customer is. Consider the following; - **Who are your best customers?** - **Which industries have you had the most success in?** - **What common pain points do they have?** If you haven’t revisited your Ideal Customer Profile (ICP) recently, now’s the time to do it. Fine-tuning this will save you time and energy by ensuring you're focused on prospects that are more likely to convert. ### What Makes a Good ICP? A great ICP isn’t just a guess—it’s backed by data. Look at the accounts you’ve closed in the last year. What do they have in common? Things like company size, industry, job titles and challenges can help you paint a picture of your ideal prospects. You now have the option to use AI to identify new ICPs that are a good fit for your products and services. HubSpot offers several specific AI tools to help identify new Ideal Customer Profiles (ICPs). Key features include: 1. **Discover Companies**: This tool allows you to search for companies that match specific criteria, helping you find potential ICPs based on attributes like industry or size. 2. **Company Lookup**: Use this feature to gather detailed information about specific companies, enabling you to assess their fit as potential ICPs. 3. **AI-driven Analytics**: These insights can analyse existing customer data to identify patterns and characteristics that define your ideal customers. 4. **Segmenting Tools**: HubSpot's segmentation features help refine your audience based on various metrics, allowing you to target marketing efforts effectively.   example ICP ![what is an Ideal Customer Profile](https://bigbusinessagency.com/hs-fs/hubfs/what%20is%20an%20Ideal%20Customer%20Profile.webp?width=2520&height=1417&name=what%20is%20an%20Ideal%20Customer%20Profile.webp)   ## Step 2: Segment and Prioritise Accounts Once you have your ICP locked in, it’s time to **segment and prioritise your accounts**. This step is all about focus. You can’t chase every lead. Instead, focus on the highest-potential accounts that fit your ICP. ### Scoring Your Accounts You can use account scoring models to rank your prospects based on factors like fit, timing and potential. This gives you a clear roadmap of where to spend your time. - **Fit**: How well does this account match your ICP? - **Timing**: Are there triggers like new leadership, funding rounds, or expansions that make them ready to buy now? - **Potential**: How big is this deal and how much value can you bring to this account?   ## Step 3: Ensure AEs have Manageable Account Lists When it comes to **self-sourcing your pipeline**, size matters - specifically, the size of your account list. You can’t effectively manage 100+ accounts and give them the attention they need. Instead, you should work with a smaller, more focused list of high-priority accounts. ### Dynamic Account List: How They Help A dynamic list allows you to adjust your focus as new accounts become high-priority or old ones fall out of the picture. Keeping your list manageable ensures that you can engage deeply with each prospect, building stronger relationships and increasing the likelihood of closing deals.   ## Step 4: Hold Yourself Accountable Let’s face it: **prospecting is tough**. It takes persistence and discipline. That’s why you need a plan to hold yourself accountable for the number of outreach activities you perform. ### Setting Daily Activity Goals It’s not enough to just hope for the best. Set daily and weekly activity targets for yourself based on what it will take to reach your pipeline goals. How many calls, emails, and LinkedIn messages do you need to send every day? Track your activities and make sure you're hitting your targets.   [![accountability](https://bigbusinessagency.com/hs-fs/hubfs/accountability.webp?width=900&height=473&name=accountability.webp)](https://www.ccl.org/articles/leading-effectively-articles/yes-you-can-increase-accountability/)   ### Multi-Threading and Engagement For B2B sales, it’s critical to [multi-thread](https://bigbusinessagency.com/big-business-agency-blog/why-use-multithreading-in-your-sales-approach) your outreach. This means reaching out to multiple people at a target account, not just one. The more contacts you can engage, the better your chances of getting in the door.   ![Multi-threading-in-B2B-Sales](https://bigbusinessagency.com/hs-fs/hubfs/Multi-threading-in-B2B-Sales.jpg?width=524&height=262&name=Multi-threading-in-B2B-Sales.jpg)     ## Step 5: Review and Optimise Regularly Nobody nails it on the first try. That’s why it’s important to **review your progress** regularly. Are your outreach activities converting? Where are you seeing success, and where are you struggling? ### Data-Driven Coaching Use data to refine your approach. Look at open rates, response rates and [meeting conversion rates](https://knowledge.hubspot.com/meetings-tool/analyze-meetings). Are certain industries or personas responding better to your outreach? Use that data to tweak your strategy.   ## How to Execute Effective Outreach Outreach is the bread and butter of self-sourcing, but it’s not about spamming your prospects. It's about being **targeted, persistent, and creative**. ### -Multi-Channel Outreach Effective outbound prospecting requires a mix of email, phone, and LinkedIn messages. Don’t rely on just one method. Studies show that using multiple channels increases your chances of getting a response. ### -Timing Is Everything When you reach out matters as much as how you do it. Use your **golden hours** (8am-3pm) for outbound efforts. These are the prime hours when decision-makers are most likely to respond. Save the admin work for later in the day. ### -Leveraging Momentum Momentum is your best friend in sales. When things are going well, keep the ball rolling. - **Just closed a deal?** Call into similar accounts. - **Had a great first meeting?** Use that energy to set more meetings. Riding that wave of success can help you stay motivated and boost your chances of converting more prospects. ### ![Backlink Strategy](https://bigbusinessagency.com/hs-fs/hubfs/Backlink%20Strategy.webp?width=280&height=280&name=Backlink%20Strategy.webp)-Teaming Up With SDRs If you’re lucky enough to have an SDR team, make sure you’re working closely with them. You can **tag-team accounts**, with SDRs focusing on lower-level contacts while you go after decision-makers. This division of labor maximises your coverage and efficiency. ### -The Power of Consistency Self-sourcing is like going to the gym—you need to stay consistent to see results. The more you build the habit of prospecting, the better you’ll get at it. Block off at least an hour a day for prospecting and stick to it. Over time, that discipline will pay off in the form of more meetings and more closed deals.   ## Take Control of Your Pipeline Self-sourcing your pipeline can feel like a daunting task, but with the right strategy, it becomes manageable—and even exciting. By nailing down your ICP, segmenting and prioritising accounts, staying accountable, and consistently refining your outreach, you'll take control of your pipeline and your success. It’s all about putting in the effort now to build a steady stream of opportunities in the future. Another strategy that could be worth considering is incorporating Cross-Selling and Upselling into your sales motion. For more information this, visit this link to our recent blog on the best [Cross-Selling and Upselling](https://bigbusinessagency.com/big-business-agency-blog/cross-selling-and-upselling-how-to-get-it-right) approach.   ![Selfsourcing pipeline guide](https://bigbusinessagency.com/hs-fs/hubfs/Selfsourcing%20pipeline%20guide.webp?width=1694&height=816&name=Selfsourcing%20pipeline%20guide.webp)           ### FAQs - #### Why is self-sourcing important for Account Executives? Self-sourcing allows AEs to take control of their sales pipeline, reducing reliance on inbound leads and SDRs, which can be inconsistent. It also enables AEs to build better relationships from the start and drive more revenue.   - #### How do I stay consistent with outbound prospecting? Try setting daily or weekly activity goals. Make sure you goals are realistic to you can stick to them. Block out time each day for prospecting and track your progress to ensure you're hitting your targets. - #### What’s the best way to prioritise my accounts? Use a scoring system based on fit, timing, and potential. Focus on the highest-priority accounts that are most likely to convert.   - #### How do I get better at multi-threading my outreach? Multi-threading means contacting multiple people within an account. Start by identifying different decision-makers within a target account and tailor your outreach to each person’s role. For a more in-depth look at [multi-threading in sales](https://bigbusinessagency.com/big-business-agency-blog/discover-strategies-for-successful-multi-threaded-sales-campaigns) take a look at our article here.   - #### Can a dynamic list really improve my results? Yes, a dynamic list of accounts lets you adjust your focus as new high-priority accounts come into play. It ensures that you’re always working with the best prospects available giving you the best opportunities to reach your sales goals.   If you need more information on self sourcing your pipeline, get in touch for a free no obligation chat. Use this [meeting link](https://meetings-eu1.hubspot.com/peter-russell-smith) to set up a chat with one of our team.   ### Related [Top B2B Prospecting Methods](https://bigbusinessagency.com/big-business-agency-blog/top-b2b-prospecting-methods) [Top 12 B2B Sales Methodologies](https://bigbusinessagency.com/b2b-sales-methodologies-review-download) [Winning Big Deals: The Sales Playbook](https://bigbusinessagency.com/big-business-agency-blog/strategies-for-closing-large-enterprise-deals) [Why use Multithreading in your sales outreach?](https://bigbusinessagency.com/big-business-agency-blog/why-use-multithreading-in-your-sales-approach) [Sales Consultancy Services](https://bigbusinessagency.com/sales-consultancy-services) [Buyers Pyramid](https://bigbusinessagency.com/big-business-agency-blog/what-is-the-buyers-pyramid)       - [Tweet](https://twitter.com/share) [![Whats does SDR/BDR/AE mean in sales?](https://bigbusinessagency.com/hubfs/Full%20cycle%20sales%20sdr%20what%20is%20difference.svg)](https://bigbusinessagency.com/insights/sdr-bdr-ae-and-a-full-cycle-sales-rep-whats-the-difference) #### [Whats does SDR/BDR/AE mean in sales?](https://bigbusinessagency.com/insights/sdr-bdr-ae-and-a-full-cycle-sales-rep-whats-the-difference) ![Picture of Johanne](https://bigbusinessagency.com/hs-fs/hubfs/Johanne%20Headshot%202.png?width=30&name=Johanne%20Headshot%202.png) [Johanne](https://bigbusinessagency.com/insights/author/johanne) : Feb 5, 2024 11:32:28 AM SDR/BDR/AE model [Sales growth](https://bigbusinessagency.com/insights/tag/sales-growth) [I want to see more of this article](https://bigbusinessagency.com/insights/sdr-bdr-ae-and-a-full-cycle-sales-rep-whats-the-difference) [![Lead Generation Companies: How They Drive B2B Success](https://bigbusinessagency.com/hubfs/lead-generation-companies-2.webp)](https://bigbusinessagency.com/insights/lead-generation-companies-drive-b2b-success) #### [Lead Generation Companies: How They Drive B2B Success](https://bigbusinessagency.com/insights/lead-generation-companies-drive-b2b-success) ![Picture of Peter](https://app.hubspot.com/settings/avatar/1813754dd5e08fbe2141e42786d34f34) [Peter](https://bigbusinessagency.com/insights/author/peter-russell-smith) : Apr 3, 2025 2:50:43 PM 91% of business owners say generating leads is their top challenge (source: Webfx) [Lead Generation](https://bigbusinessagency.com/insights/tag/lead-generation) [Scale & Grow](https://bigbusinessagency.com/insights/tag/scale-grow) [I want to see more of this article](https://bigbusinessagency.com/insights/lead-generation-companies-drive-b2b-success) [![Top B2B Prospecting Methods in 2025](https://bigbusinessagency.com/hubfs/Prospecting%20Methods2.jpg)](https://bigbusinessagency.com/insights/top-b2b-prospecting-methods) #### [Top B2B Prospecting Methods in 2025](https://bigbusinessagency.com/insights/top-b2b-prospecting-methods) ![Picture of Peter](https://app.hubspot.com/settings/avatar/1813754dd5e08fbe2141e42786d34f34) [Peter](https://bigbusinessagency.com/insights/author/peter-russell-smith) : Feb 23, 2024 6:15:00 PM Sales professionals must becontinually prospecting, so getting good at it isn't optional; it's essential! Unsure of where to begin? Look no... [Sales growth](https://bigbusinessagency.com/insights/tag/sales-growth) [I want to see more of this article](https://bigbusinessagency.com/insights/top-b2b-prospecting-methods) [![BBA logo](https://bigbusinessagency.com/hubfs/BBA%20logo.svg)](https://bigbusinessagency.com)       - [Terms & Conditions](https://bigbusinessagency.com/terms-and-conditions) - [Privacy Policy](https://bigbusinessagency.com/privacy-policy) - [Meet The Team](https://bigbusinessagency.com/meet-the-team) © 2026 Big Business Agency Ltd [Facebook](https://www.facebook.com/people/Big-Business-Agency-Ltd/61567300078982/#)[X](https://twitter.com/werbigbiz)[Instagram](https://instagram.com/thebigbusinessagency)[Linkedin](https://www.linkedin.com/company/big-business-agency)[YouTube](https://www.youtube.com/channel/UCmRxWYXj5cV1bi5Xip759Dg) Return to top ```json { "@context" : "https://schema.org", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Peter", "url" : "https://bigbusinessagency.com/insights/author/peter-russell-smith" }, "dateModified" : "2025-02-24T01:41:55.234Z", "datePublished" : "2024-10-04T14:37:44.000Z", "headline" : "Mastering Your Self-Sourced Pipeline: A Guide for Account Executives", "image" : [ "https://bigbusinessagency.com/hubfs/Self%20sourcing%20Pipeline%20Blog.webp" ], "mainEntityOfPage" : { "@id" : "https://bigbusinessagency.com/insights/mastering-self-sourced-pipelines-a-guide-for-account-executives", "@type" : "WebPage" }, "publisher" : { "@type" : "Organization", "logo" : { "@type" : "ImageObject", "url" : "https://bigbusinessagency.com/hubfs/BBA_Orange_InkBlue-1.png" }, "name" : "Big Business Agency Ltd" } } ``` ```json { "@context": "https://schema.org", "@type": "FAQPage", "mainEntity": [{ "@type": "Question", "name": "Why is self-sourcing important for Account Executives?", "acceptedAnswer": { "@type": "Answer", "text": "Self-sourcing allows AEs to take control of their sales pipeline, reducing reliance on inbound leads and SDRs, which can be inconsistent. 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