How is the...

Question

How is the inbound lead flow? Specifically to the Direct team?

Current Employee · Accepted Answer

It’s a Joke only leads that come in are existing customers who have a random employee click something that prompts a QL, or someone who wants the free software.  I’ve probably retired less than 5% of my annual number from inbound leads.

Current Employee · Answer

nonexistent in mid market. unless you count someone as signing up for a free email signature as “inbound.”

Former Employee · Answer

Pretty much none. You are in charge of brining in 99% of your deals

Current Employee · Answer

Not good. I imagine there are inbound leads but Hubspot wayyy overhired so there isn’t enough to go around. At least in MM

Current Employee · Answer

There's barely any inbound in NAM- you'll need to prospect like crazy / get some lucky breaks to hit quota. You might get 1 or 2 inbound leads a month, but they're usually small / trash

Current Employee · Answer

Virtually no inbound opportunities anymore. They have over hired so all “good” accounts are already taken - meaning inbound is hard to come by unfortunately.

Current Employee · Answer

No inbound really. The odd one, but it’s literally a click on a Google ad and straight to rep - usually it’s $50/month MRR. It’s as hard as everyone here has said.

Former Employee · Answer

There is next to no inbound lead flow.

Current Employee · Answer

It’s pretty bad. A lot of the inbound leads get snagged via domain controls by reps who sit on them before they get rotated. It’s a pretty bad system.

Former Employee · Answer

Good luck bringing in 83k a month on an avg deal size of like 8k. Unless you gotta take it dont.

Current Employee · Answer

You get a lot of hints and crumbs from people checking the software and site or chatting with the inbound team.

With that said, the goals and targets make depending on inbound leads impossible, specially when you get out of the ramp, sooner or later you have to prospect like crazy

Current Employee · Answer

I haven’t gotten an inbound lead in years

Former Employee · Answer

When I was there, I think I received one decent lead a month in MM, at most 2-3. All of these were competitive evals where some Executive Assistant or other individual contributor (with no decision-making power) simply wants you to run a demo for them, which they'll present to the actual DM in a list of 3-4 options.

Your chances of winning these opps are about 25%, as they're either looking for the cheapest option or compare you to industry-specialized software (eg. MindBody for gyms). Good luck.

Furthermore, you can put a full sales cycle into an opp and they just end up buying Starter through the website for $15 MRR, which retires about 10% of your monthly quota.

A lot of effort was put into teaching us how to multi-thread opportunities, but with the massive amount of time required of us to cold prospect (40-50 hours a week), we barely ever had time to build rapport with stakeholders, and if you tried you were getting yelled at for not doing enough cold outreach. There's just not enough TAM for this many AEs.

Current Employee · Answer

Almost none. You are typically working intent signals or cold sourcing “good fit” accounts.

Former Employee · Answer

Zero my friend

Current Employee · Answer

Inbound leads in many companies have slown down, this is similar to hubSpot. I'd expect majority of your deals to be self sourced

Current Employee · Answer

There is a decent lead flow but the quality can be very low.

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Anonymous Q&A

How is the inbound lead flow? Specifically to the Direct team?