SomeRandom

Account Executive, Mid Market

Valued Contributor

Do prospecting and cold outreach still matter?

The situation

I'm currently in a 100% inbound role at a mature SaaS start-up.

Given the start-up aspect, my role has changed quite a bit since first starting as an SDR.

Was an IB SDR

then OB SDR

then an AE that was Hybrid -- basically 90% IB 10% OB (so basically no OB needed to hit quota)

and now in a mid-market role that used to be Hybrid but is now 100% IB again.

*sigh

I'm concerned about my career prospects, progression, and potential given this IB-heavy experience. As far as tenure goes, the vast majority of my time spent overall has been in the 100% IB roles.

The problem:

Most high-paying sales roles I come across are looking for salespeople with hybrid skillsets that lean more heavily towards hunting/ cold OB/ prospecting etc. So I come across like say, 60 - 70% of quota, driven by the OB motion, the remaining being inbound from SDRs, funnels, etc.

I don't see any IB, high-paying, senior AE roles.

And God forbid if I ever wanted to maybe one day be a VP of sales, or help found my own start up, as I feel like I wouldn't have the experience necessary to lead a sales team.

The question:

Is my assumption true -- that the OB prospecting experience is critical to advancing as a sales professional and leader? Right now, I feel like I've maxed out my capacity at my current company. I love them dearly, but I'm not sure I'm getting the sales experience I need to level up as a salesperson overall. Did I explain that ok?

THANKS for reading, and for your feedback. May the winds of closed revenue rush beneath your wings, brethren.

🔎 Prospecting

📞 Cold Calling

☁️ Software Tech

27

35 comments

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Rallier

Politicker

17

SDR Manager and Consultant

they pay more because closing outbound leads is harder. Yes, I'd argue that outbound prospecting is critical to advancing your career

Kosta_Konfucius

Politicker

7

Sales Rep

Harder and less desirable, causing less people to apply then leading to them willing to pay more

SomeRandom

Valued Contributor

3

Account Executive, Mid Market

thanks for confirming and yea I figured as much. So I'll just have to have some nice but real conversations to hopefully put some prospecting and OB in my very near future.

NotCreativeEnough

Big Shot

10

Professional Day Ruiner

Here's the thing, anyone can close an inbound lead. An inbound lead has already done some level of research, has already expressed interest, and already knows enough about your product to want you to reach out. This means that they are already in the market for what your product does.

A sales rep who can self prospect and still close deals is infinitely more valuable. Not only is prospecting its own skillset; you're also taking someone who up until you reached out, wasn't even in the market for your product. You have to take them from 0-100.

I'm not saying inbound doesn't require skill. But in my eyes someone who is able to cultivate and close their own deals is a much more skilled sales person.

SomeRandom

Valued Contributor

1

Account Executive, Mid Market

Thats what I'm talkin about right there. because you know that an OB expert can do IB but you can't say the same vice versa

bandabanda

Tycoon

7

Senior AE Mid Market

To echo what everyone else is saying here: yes, outbound is essential to your skill and progression in sales. It makes you bullet-proof as a seller - can close inbound but you’ve proven you can hunt and close business on your own as well.

That said, companies with strong inbound engines are some of the best companies to work for. Those brands are establish, probably have good product market fit, and hopefully can continue to drive demand! Definitely don’t be quick to leave that environment, but I second someone’s suggestion here that you should intentionally carve out time to do outbound to grow that muscle. And/or talk to your manager from a perspective of “I’m thankful for inbound leads, but I want to grow in my career and need to strengthen weak spots.” See what they say.

SomeRandom

Valued Contributor

1

Account Executive, Mid Market

this is exactly what I'm going to do in my next 1 on 1. I'm not sure what I'll do if they dont budge, and tbh, I dont even know why they wouldn't.

Pachacuti

Politicker

6

They call me Daddy, Sales Daddy

If it was YOUR company, would you pay someone the big bucks for inbound business they didn't have to hunt for? I wouldn't. Any somewhat coherent monkey can handle inbound inquires. Its a "don't f-this up" situation.

OB is MUCH harder - bigger risk/reward scenario.

But future looking - just don't mention your results are due to IB leads. No ones says you have to. And fake it till you make it!

SomeRandom

Valued Contributor

0

Account Executive, Mid Market

but I don't wanna have to fake it at all! 😆

coletrain

Politicker

4

Account Executive

Your assumption is true. While marketing has to bring IB leads to the table, OB prospecting is essential to continued success, especially in environments that are just getting started.

My recommendation is bring that concern to the table, not using those exact words but mention that you want to continue to hunt for business.

SomeRandom

Valued Contributor

1

Account Executive, Mid Market

yea I keep it real in the war room but am very much more polished on the job 😆

CuriousFox

WR Officer

3

🦊

Prospecting only matters if you want to be successful.

So yeah, it is pretty darn important.

SomeRandom

Valued Contributor

0

Account Executive, Mid Market

mhmm this right here.

Sunbunny31

Politicker

3

Sr Sales Executive 🐰

How will your pipeline be filled if inbound leads dry up? You need to be able to make sure that you can add to a pipeline, which means being able to outbound. Yes, it's still important and a great skill to have. :)

SomeRandom

Valued Contributor

1

Account Executive, Mid Market

my point to management exactly. I outlined a plan briefly to my direct and got turned down and told to focus on messaging instead. blegh. I too am wondering how to build pipeline with dry IB leads lol and they are bone dry right now.

antiASKHOLE

Tycoon

2

Bravado's Resident Asshole

yes. yes it is still important.

SomeRandom

Valued Contributor

0

Account Executive, Mid Market

yep it seems so lol the war room has spoken

punishedlad

Tycoon

2

Business Development Team Lead

Okay, glad I read all the way through that because based on the title I was thinking to myself "is this a serious question?"

Echoing others here, OB experience is definitely necessary for at least 90% of roles out there. Sounds like your company has kind of pigeonholed you.

SomeRandom

Valued Contributor

0

Account Executive, Mid Market

exactly. It's like, I love this company in terms of the people, the culture, product market fit is great. That being said, I only feel prepared to sell for THEM and thats the issue.

SaaSam

Politicker

2

Account Executive

Outbound is water in a desert. Sure, there are plants that survive, even thrive out in the desert for large periods of time with little to no water. But, the oasis is where life flocks to because it's full of water.

Do you want your sales career to be a patch of cactus scattered among the sand? Or a slice of paradise thriving within what is otherwise a nearly dead wasteland?

SomeRandom

Valued Contributor

1

Account Executive, Mid Market

phew that poetry is straight 🔥 Sam. How can I be this oasis?! 😂 oh yea -- prospecting 😂

SaaSam

Politicker

0

Account Executive

Thank ya kindly. I find the message sticks better when delivered with verbal imagery

BostonHound

Opinionated

2

Enterprise BDR

Most newer companies especially will need OB hunters until they can really build up some brand recognition and carve out space in the industry.

Probably dont want to pigeon-hole yourself into only bigger, mature, slower growth companies that could let you do only inbound down the line.

If you want to stay at your company, would be great to start setting aside 30-45 minutes a day to do linkedin prospecting: find ideal icp people and orgs, then connect and chat conversationally before bringing up a “lunch and learn on me”.

Will build your skills, pipeline, revenue and impress now and down the road😎

ThatNewAE

Big Shot

1

Account Executive - Mid enterprise

Absolutely. The statement: OB prospecting experience is critical; it's 100% true. You do learn a lot in IB sales as well. But nothing matches OB sales experience. You truly get to understand your market, the product loopholes only in OB.

SomeRandom

Valued Contributor

1

Account Executive, Mid Market

Thats what I figured and thanks for confirming. I really want and need that experience.

SADNESSLieutenant

Politicker

1

Officer of ♥️

Catching fish vs processing fish. One's paid out more.

SomeRandom

Valued Contributor

0

Account Executive, Mid Market

yea that's what I figured, it only makes sense!

RckChlkG33k

Big Shot

1

AE (Account Executive)

People talk about wanting "full stack developers" for coding and software. I think someone who can prospect, qualify, demo, and close is the equivalent of a "full stack" salesperson.

The parallels are similar for career development. You can specialize in one area, whether it's generating quality leads, being a master in the middle of the pipeline, or being a shrewd closer/negotiator, there's inherent value and skill in each phase, but the person who can do it all will command a premium.

SomeRandom

Valued Contributor

1

Account Executive, Mid Market

I love this analogy and want to be a full-stack salesperson. This was spot on.

bropostle

Executive

1

Territory Sales Manager

Yeah, most salespeople at most companies will literally die without outbound. You're very lucky! I could probably see the 2 leaders in my industry getting much more inbound leads than me. My pipeline is consistently 75% outbound and 25% inbound- i quickly wouldnt have a job without it.

jefe

Arsonist

0

🍁

How can this be a question? It's paramount.

GenuinelyCurious

Valued Contributor

0

Sales VP

Yes !!! Inbound makes sales people week lol respectively . If you don’t have the capacity for more appointments it means you are short staffed on sales and need to spread the inbound leads via round robin better and then make more calls. Money is left on the table when inbound is “enough”

ReadTheScript

Politicker

0

Sales Manager

Outbound deals take more time and generally have higher ACV (if you’re comparing outbound vs inbound on the same product)

It’s 100% a critical skill to have for advancing.

sell3r

Big Shot

0

GTM

ABP (always be prospecting)

FranchiseSalesQB

Politicker

0

Franchise Sales QB

The answer will always be YES, write it down, take a picture, IDGAF

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