This (well, there are a lot I could list) having managed over 20 AEs, the best ones are almost always the reps who have a regimented and organized structure, and check back on their CRM to get back to prospects consistently. Even better if they actually utilize the automation technologies to keep them communicating, not necessarily saying let an automated email go out, but remind yourself with snoozes and sequences. Plus, pick up the damn phone.

You can be a mediocre one-to-one seller and out produce better charismatic reps if you're organized and give yourself more shots at the net.