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revgeek

Founder

Contributor
Fire Starter

B2B SaaS Inside Sales/Sales Development Leaders

If you are leading Inside Sales/Sales Development/Lead Gen in a B2B SaaS Startup(<200 EE) at the moment,


What has been your biggest pain selling to the Mid Market and Enterprise, and Why?--> Is it a Low Amount of Sales Qualified Opps, Long Sales Cycles, and Acquisition Costs or Low Conversion Rates?

๐Ÿ‘‘ Sales Strategy
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Gasty
Notable Contributor
6
War Room Community Manager
MQLs
MQLs
MQLs
antiASKHOLE
Tycoon
7
Bravado's Resident Asshole
Can I like this x991238745029348750293487502394857203485720394857?
jefe
Arsonist
2
๐Ÿ
Say it again!
Gasty
Notable Contributor
1
War Room Community Manager
Clientes potenciales calificados de marketing

Yes, I'm learning Spanish!
SaaSsy
Politicker
1
AE
Always this!
revgeek
Contributor
1
Founder
So@Gasty@antiASKHOLE@SaaSsyhow much more are we talking about? Any specifics on what could make an impact?(Talking specifically about Mid Market and Enterprise Deals)
Gasty
Notable Contributor
4
War Room Community Manager
In case of MQLs, itโ€™s usually the quality aspect.

I wouldnโ€™t want 100 MQLs from a marketing mailer bombarded to a random list of prospects.

Would rather have 10 MQLs from a well-thought of copy sent to a curated list from ICP.

The latter would have better conversion, better reach-outs, less time spent on both ends (marketing and sales) and better results.

But, 10 ainโ€™t fancy in front of 100, especially when youโ€™re singing the โ€œgrowth growth growthโ€ song to clowns above you.
revgeek
Contributor
1
Founder
So, in your Quarterly Reviews, how do you show the Quality over Quantity metric, and what happens if you cannot(regarding the budgets)?
SaaSsy
Politicker
2
AE
You show quality by pulling close % from MQLs. If you cannot what?
revgeek
Contributor
0
Founder
Is this something you see at your org @SaaSsy, I believe you are an AE...is this something you try to work with the SDR teams or lead gen leaders?
CuriousFox
WR Officer
3
๐ŸฆŠ
@UrAssIsSaaSAre you in a different market?
UrAssIsSaaS
Arsonist
1
SaaS Eater
eh kinda. My org is currently SMB inside sales but we dont do our own demand gen. Its all marketing driven and we dont touch leads until they meet a strong MQL criteria that we set out.

Currently though we are really hurting for top of funnel volume. Our conversion rates once we take the lead are crazy strong, we just cant get enough from marketing into the funnel right now.
revgeek
Contributor
0
Founder
Which industry are you in @UrAssIsSaaS?
UrAssIsSaaS
Arsonist
0
SaaS Eater
Without getting too specific, payroll but in a niche industry

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