Inbound Lead flow scores on here are pretty rough. Quota attainment still seems average. Tough to hit your number in the current environment? I guess you need to go hunt your own opps?

Question

Inbound Lead flow scores on here are pretty rough.  Quota attainment still seems average.  Tough to hit your number in the current environment? I guess you need to go hunt your own opps?

Accepted Answer

The sales model is: BDRs identify prospects, AEs "PUSH" anyone curious to do on-site data security "Risk Assessments" (RAs), which require significant resource and system access from prospects.  The idea is to "churn" as many RAs as possible and a % of those will turn into small initial sales.

Answer

Very hard to hit your number. Territories are tiny

Answer

The review from June 5th is a lie. This is a nice to have, very few inbound leads are given. Good luck forecasting in this economy.

Answer

Part of the issue is that some markets (Public Sector, for example) require different sales models. BDRs are, for the most part, new to technology and Data security business issues. They will call and talk to anyone who will give them the time of day so lead quality is low. BDRs are often promoted to AEs very quickly (because they are affordable) with no additional sales, account management training.

Answer

Need to hunt your own ops. Difficult to find people to do the POC which requires a fair bit of resources. Zero inbound generation.

Answer

It’s an independent seller org with the benefit of an inside team. Leverage your resources and leads will flow in. Typically, what would be an inbound are considered warm marketing leads. Very few cold inbounds.

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Anonymous Q&A

Inbound Lead flow scores on here are pretty rough. Quota attainment still seems average. Tough to hit your number in the current environment? I guess you need to go hunt your own opps?