I’ve worked at some places where AEs and BDRs would have backroom deals in order to secure the best leads.
This enabled a culture of the ‘tail wagging the dog’ so to speak where BDRs would shop their leads around for the best offers and AEs would take the bait, often putting themselves at the mercy of the BDR team.
Some AEs refused to play this game but it would only end up hurting their pipe.
Usually, you had to accept a handful of garbage leads for every truly solid lead.
Anyone else come across this sort of thing?