The playbook highlights a deep sales approach to exceeding quotas in 2024, emphasizing the importance of being well-informed, trustworthy, and transparent. It reveals that deep sellers, who prioritize industry research, optimal outreach timing based on alerts, and warm outreach strategies, have nearly double the chance of exceeding their quota compared to shallow sellers. The playbook, developed in collaboration with Ipsos, distills 104 behaviors into 10 actionable steps, underscoring three key habits: prioritizing high potential accounts, building key buyer relationships, and finding hidden allies for timely outreach. It also advocates combining deep sales practices with AI, specifically through tools like Sales Navigator, to supercharge sales effectiveness.

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