DocuSign
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DocuSign
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Former Employee Sales org is a classic corporate churn and burn. Massive layoffs in sales department, targeting overachievers mostly, replace with new employees to pay less. Increased SQO quota within MDR org, simultaneously, increased parameters that define what counts for an SQO (did your prospect express interest during discovery, but then DQ themselves in qual call? Tough luck for you, no SQO)
Senior leadership said that they are steering DocuSign towards a "self-serve" model. Translation: the only sales rep we want is www.docusign.com/sales. The b2b sales assembly line is a downtrending business practice so I don't blame leadership for this decision. Why do you need an MDR to elevator pitch e-signature? You can literally just go to our website and read our product specs in like 5 minutes.
Finally, product is most expensive on the market. It is very difficult to counter-punch an objection like "yeah were using this other e-sign thats free."
2.4
Jun 29, 2023
Useful
