The only current hot point here is inbound lead flow - does this mean a lot of cold outreach for the sales jobs or any other issues?

Question

Accepted Answer

We've had issues with the leads being generated through marketing, they're not quality leads, and in many cases triggered events are invalid.

The org has resorted to restructuring their inbound team to now perform outbound activity.

Answer

You cannot depend solely on inbound leads in this role and have to have an outbound motion to assist in filling your pipe and consistently hitting your quota.

If you're in an expansion or hybrid role (expansion + acquisition) finding prospects who might be interested in getting a license added to the existing account is fairly easy.

If you are in a hybrid role or focused on straight acquisition, you will be doing a lot of cold outreach.

If you're fairly new to SaaS or have struggled to get processes in place, this is a great place for you to solidify those skills. The leadership is some of the best- that being said- BDR managers do not generally have their team's individual goals at heart. If you're planning to get promoted to AE- buckle up it's going to be a long ride... and you will NEED to network with Sales Leaders within the org on your own, build relationships and don't depend on your manager to make way of introductions, or get you in front of anyone. Being proactive in building relationships within the org will pay dividends in your longterm success.

Also, being completely candid- if you have leadership aspirations- Pluralsight is very much a "boys club" of Mormon men. If you are not mormon your success and future within the org is questionable- if you carry yourself in a way that makes them question whether you are or aren't .... you're more likely to find placement in a leadership role at some point- but the reality is most of the men in leadership go to the same ward/ stake and know friends of friends in their respective wards etc etc.

Answer

Marketing motion is weak- success is determined by outbound motion.

Answer

Don't depend on marketing leads. Most are "false" marketo triggers that will tell you John Doe opened a marketing email/ clicked a link, when in reality it was a bot scan.

The best marketing leads that are truly "warm" are webinars, freemium subs, and white papers - "HOT LIST" those babies and keep persistent. Anything outside of that- don't waste your effort or energy via email outreach, maybe via LinkedIn- but beyond that, don't invest your time in email leads.

Answer

LOTS of cold outreach. Expect near-0 inbound leads. There are many competitors and Pluralsight's Vista Acquisition and purchase of A Cloud Guru have meant content production has slowed down. ACG and PS still aren't merged either, which is a huge oversight by the company.

Answer

The inbound BDRs handle our inbound leads. Most of us more experienced reps do outbound. The leads that come in through marketing aren't that great. We have a strong outbound strategy, though.

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Anonymous Q&A

The only current hot point here is inbound lead flow - does this mean a lot of cold outreach for the sales jobs or any other issues?