signandrecline

Enterprise Sales

How many of you are into selling software development services? What have you seen work out best from a GTM and lead gen standpoint?

We're selling custom software development services, but like every business out there - we have the problem of constant / predictable lead gen.

We run our standard outbound mails targeted to our ICP, but that's not always a success and we end up speaking with folks who may or may not be interested. Sales cycles are often 3-5 months per opportunity.

I have very high targets/quota to chase, and a team of 2 SDRs (very green) to help me. That's our Sales team. I've got to be responsible for all new and existing business + manage the Sales team (coaching, selling, setting process and more), while tackling this lead gen issue.

What have you seen work out best from a process and approach standpoint for the above?

🧠 Advice

🏋️‍♀️ Leadership

👫 LEAD GEN

8 comments

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Business Head -- North America

Been doing it for 15 years, and I can tell you one thing, you can never get predictable lead gen, but you can get kinda predictable pipeline and both are different.

Key is to focus on the channels that work and ensure that you’re giving best shots to the leads that you’re getting. Referrals would always rule, no matter what. Below 10m revenue for us it was inbound and events. Above 10m to 30m revenue, partners were great, and I feel now large RFP are starting to become very relevant.

Hope this helps!

jefe

Arsonist

🍁

I don't think you're going to beat this advice.

CuriousFox

WR Officer

🦊

Prolly why there's a lack of responses.

ThatNewAE

Big Shot

Account Executive - Mid enterprise

I completely stan this ! Referrals, targeted reachouts to past opps / lost opps. Rekindling discussions with cold or ghosted opps.

Lead gen definitely is unpredictable - market is unpredictable, because.

GDO

Politicker

BDM

dam this is some quality advise right here

signandrecline

Catalyst

Enterprise Sales

This is great, thank you!

ApocalyBoom

Politicker

Account Executive

I dont think you will take this advice.

signandrecline

Catalyst

Enterprise Sales

Why not?

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signandrecline

How many of you are into selling software development services? What have you seen work out best from a GTM and lead gen standpoint?

8 comments

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