M17708

Account Executive

Personal Narrative

Advice on prospecting at scale

I'm facing a challenge and could really use your insights. My daily call metrics are 75 calls daily. The issue is that the provided lead list is nearly 90% defunct businesses, leading to a lot of fruitless calls.

To add to the complexity, I need to stay within my designated territory. I use Apollo.io, paid out of my own pocket, for self-prospecting, but I'm not allowed to integrate it with our Salesforce, making the process slower and more cumbersome. After sorting through the leads I find, eliminating those already in Salesforce as current clients or ones being worked on by teammates, I manage to add only about 3-5 viable leads per hour.

How can I up my game and efficiently add 75 new, relevant leads within my territory daily, considering these constraints? I'm all ears for any strategies or tips that could help me navigate this more effectively!

Thanks in advance!

12

14 comments

Sort by:

braintank

Politicker

8

Enterprise Account Executive

Why are you paying for Apollo out of your own pocket. Stop that immediately.
To the larger problem, sounds like you need a better data set and process.

Sunbunny31

Politicker

4

Sr Sales Executive 🐰

I can’t tell you how much that grinds my gears. Nobody should be paying to prop up their company’s poor processes and tech stack.

jefe

Arsonist

2

🍁

It's absolutely insane.
@M17708 have you spoken with your other colleagues? Are they experiencing the same challenges? If so, there's some stuff that's VERY broken that needs to be fixed by people that are at a higher paygrade.

Justatitle

Big Shot

4

Account Executive

Sounds like they want you to fail if I’m being honest. Have you brought up the 90% waste of time to bad lines?

Pachacuti

Politicker

4

They call me Daddy, Sales Daddy

You should not be paying for things like Apollo out of your own pocket. And if your company has a metric you need to strive for, they need to provide you the tools to achieve it. How are others doing it?

M17708

Member

2

Account Executive

I initially had a good list that was short, burned through it after a month. Lots of zip codes in my territory have 0-50 population let alone an open business. Then I was given a list where 90% of the companies on it are out of business. The others initial list is a lot larger so they are still going through it. I’ve brought this up to my manager 7 different times, 2 in emails, 3 times in our weekly one on ones, and 2 times at her desk. She forwarded my email with examples to sales ops and they said that list is as scrubbed as we can get it. I feel like my manager is not listening to me and just diverts every time

oldcloser

Arsonist

2

💀

A anyone hitting 75 dials and 50 emails? How are they doing it. Everyone can’t be paying for data enrichment out of their own pocket. Does your org have a tool?

medhardwaredr

Opinionated

2

Director of Sales NA

My god I feel for you M. Quit that’s too much and waaay to hard. Go somewhere that at least gives you a shot.

poweredbycaffeine

WR Lieutenant

1

☕️

75 net new leads a day? How big is your total addressable market?

M17708

Member

1

Account Executive

I just need enough leads to run through a 19 day cadence where I’m hitting 75 calls and 50 emails a day

FinanceEngineer

Politicker

0

Sr Director, sales and partnerships

Dude, calling at scale really doesn’t work unless you have an auto-dialer. On top of that, you need to have warmer intros to make it work - either they went to your site or engaged with your brand in some way. Otherwise, what you are doing will have almost no lift from targeted email campaigns.

BigShrimpin

Catalyst

0

Account executive

prospect a new job instead

Beans

Big Shot

0

Enterprise Account Executive

They need to invest in the tech stack, how are your lists generated and provided now? If you can build a case as to why it's trash now maybe they'll bite.
But good god man don't ever pay for tools out of pocket.

CuriousFox

WR Officer

0

🦊

Does your company not provide you with tools to effectively do your job?

Bravado is a community of trusted sales professionals endorsed by their customers.

Products

The War Room Jobs Salary Guide Tech Sales U

Company

About Us How It Works Blog Bug Bounty

Contact

© 2024 Bravado Inc. All rights reserved.

Privacy Policy Legal and Privacy Center Sales Jobs

If you are hired as a contract sales rep by a Bravado customer, we may ask you to prove access to the employee email account provided to you by that customer. This data will be shared with customers to track your sales productivity; customers can use this data to confirm you meet the minimum activity requirements to pay out your ramp stipend and commission.