How are leads generated for the mid-market and enterprise sales teams?

Question

Accepted Answer

Self prospected. Weekly webinars bring in some leads but most are worthless from the marketing team.

Answer

Weekly webinars where they give out Yeti mugs to attendees. Unless you have a fully plugged territory with great partners giving you deal reg, you'll spend 85% of your time doing outbound.

Answer

Some people hit gold and make quota 100% by being given deals by having good partners. Most the time thats not the case. You are pretty much doing all your outreach. I was told when hired 25% of deals are from partners, 25% from online leads, 25% from sdr/mdrs and 25% personal outreach and  that's definitely not true. Have not had a lead in over a month, have never had a partner bring me a deal and my areas is not built out and I lose about 1/3 of my deals because of partners. I hit quota but I have to work 10 times harder than the guy who is given deals and make less money than him. The company won't do anything to help that problem. I know somebody who sells literally 5-6 times as much as the top producer but makes 1/3 the money because of his territory. If you have a big city, your job is easy, you have a middle of nowhere territory just know you will have to work way harder to make less money.

Answer

They aren't unless you fall into in a good territory... which is incredibly rare now.

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Anonymous Q&A

How are leads generated for the mid-market and enterprise sales teams?