Anyone else have a CRO that has zero clue how to actually sell into cold accounts? I am constantly getting my hand "slapped" bc I am reaching out to cold accounts (90+% of my territory). I get told "that's marketing's job". Great, would love to have my calendar filled with qualified leads to run discovery on....however, our marketing team has generated EXACTLY 17 inbound leads this year...SEVENTEEN. In a universe > 10k accounts. 0 of those 17 have been in my territory. Yes, I am going to take matters into my own hands at that point. Within same framework, I've been told I can't "cold pitch" in my emails. Totally respect that. "How are you balancing 'x' with 'y'? Open to a conversation?" Perhaps I'm wrong, but that's not a pitch - it's a question, followed by another question. IMO, a pitch = discussing a specific solution you offer and adding social proof or some other form of influence and why you're the best. Rant over...but curious if anyone else has similar issues?
LoL - correct. Also was told, I should pick up the phone more - which, fine ok, but if I can't drop a CTA in an email, what am I supposed to say on the phone that's going to garner interest/a conversation?
Maybe the same question over the phone is different. 🤷♂️
What does getting your hand slapped entail? How are you supposed to hit quota if you have to wait around for MQLs and haven't gotten any? Seems like you should go close deals however you can and be looking for something better at the same time.
appreciate the response....in this example, hand slapping entailed - stop doing what I was doing. Definitely looking for something better.
Amazing. "What you're doing is working better. Please stop." lol
I’d ask the CRO to help you understand how you’re supposed to crush quota waiting for marketing to pick up the slack, referencing the 17 leads YTD. CRO should be happy you’re being proactive, but see if you can come up with a plan together for an approach. i.e. he’ll meet with marketing first to address the concern, if nothing is done in x amount of time, you’ve got the green light to start outreach in some reasonable way that is working for others. If not cold pitching, then what?
Appreciate the response and advice here....definitely asked those questions, was met with a milquetoast answer - marketing handles prospecting and no cold pitches in emails....to which I asked, well how do I get them to respond if I'm there's no CTA (I avoided the debate around whether it was a cold-pitch or not)...not much of an answer, just talked in circles
Huge red flag. If there’s no real alternative plan, barring a miracle turn around, then I think you know what to do.
Oh, for sure...already doing it...it's mind-numbing...but also obvious that I'm getting "pushed out" at this point, despite being one of the top performers...about a month ago there was a big tradeshow for our industry...I was the ONLY salesperson in NA that didn't go...they even flew over TWO from Europe...between the two of them, they had 6 accounts in attendance - I had 35...asked about it and was told "it's about rev gen and how many accounts you have attending and who from those accounts" --- uhh, currently #3 in rev gen and had 2nd highest amount of accounts in attendance...no clue what I've done to piss him off, but clearly something
Quick update - not shocked at all, but same CRO just called and said "we've restructured, you're out"...LOL, not quite the EXACT words but pretty much what was said (maybe even more blunt once you factor the tone - definitely no remorse in his part of it all)....have been interviewing, so hoping something pops soon - but honestly, glad to have that behind me now...hoping next place I land has a better support/coaching system
for me, you could've stopped at "a CRO that has zero clue." your question isn't a pitch. if you can't say anything like that, all you could say is "hi, how are you?" and be rightfully ignored.