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Question
Post

How often do you have to give a lead/prospect to another rep?

I've noticed this across my team over the last month. There have been a few times that someone will get a solid lead or demo request but then either before or after the demo a detail comes up about the prospect that designates they are in another rep's territory - then you give them away.


It sucks, but it also goes both ways.


I've heard worse on here where a rep had to give commission away because of the billing address being in someone else's territory. So it's not that bad, as we would know far beforehand who should handle this before they buy.

Anyways. I know it could be worse.


How often do you have to give leads away after you have traction?

How often do you have to give away a prospect?
Attached poll
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๐Ÿคทโ€โ™‚ Poll
๐Ÿ“– Prospecting Stories
๐Ÿฅ‡ Teamwork
10
1nbatopshotfan
Politicker
3
Senior Director, Enterprise Technology
How isnโ€™t this caught before disco/demo?ย 
jefe
Arsonist
1
Head of Sales
It REALLY should
1nbatopshotfan
Politicker
1
Senior Director, Enterprise Technology
โ€œGot this hot lead, Ford motor company, pretty sure itโ€™s in my territory of Iowa.โ€ย 

Flash forward after the disco and demo โ€œso turns out this company has an HQ in Detroit. Who knew?โ€ย 
jefe
Arsonist
1
Head of Sales
๐Ÿ˜ฎ ๐Ÿคฏ
TennisandSales
Politicker
1
Enterprise Account Executive
hahah!!ย 

Ugh i remember this shit from a previous company. the bigger the company the more bullshit happened internally.ย 

I forget what site this was but there was one site that we would use as SDRs to decide how much revenue the company was making.ย 

If it was over $100MM then SDRs got comped more...ย 

well someone figured out that you could legit EDIT the info on that site.ย 

so there were a ton of SDRs going back and changing the info and demanding more money hah!ย 

Pure chaos,ย 

Anyways....thats not totally related but i needed to share ๐Ÿ˜‚
notjstn
Fire Starter
1
Automotive Sales
Happens all the time in auto sales. You don't really get a choice.
jefe
Arsonist
1
Head of Sales
This happened to me years ago, duplicate accounts in different portfolios. Never fun
AgastyaAdams
Politicker
1
Sales Development Manager
This happens at scale, when:ย 

1. Your TAM is too big
2. Your OPS team is led by a Bozo
3. Your Revenue LEADER doesn't have a backbone

If all 3 are true, run.
NotNewAEAnymore
Executive
0
Account Executive
This can happen even when the TAM isnโ€™t that big.

The major loophole sometimes is the qualification part of the sales cycle. It takes a village to close a deal (unless itโ€™s completely self sourced). Marketing, SDR, The AE themselves - If all of them missed out on this crucial detail of billing address; Thereโ€™s no point blaming on Ops / Revenue leader.
Justatitle
Politicker
0
Mid Market AE
I work in trucking and with parent companies it can get tricky to know whatโ€™s what off of databases that are available so Iโ€™d say once every 2 months I have to give up a lead or account due to enterprise sizeย 
LordOfWar
Tycoon
0
Blow it up
Need an option of "give the time waster to the other guy" lol
NotCreativeEnough
Politicker
0
Professional Day Ruiner
sounds like they're not doing something right during discovery. You should know within 5 minutes into the first call if its actually yours or not
NotNewAEAnymore
Executive
0
Account Executive
This happens all the time.

When leads are of other territories, or revenue band. I know itโ€™s a pain, but like you said - It is both ways.

It happens when the SDRs arenโ€™t qualifying them correctly, when our own research as AEs fail sometimes and we figure out the whereabouts just before the call.
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How do you react when another salesperson reaches out to you as their prospect?
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8
If you join a SaaS company and thrive at the beginning due to inbound leads and good SDR and then sales start going down due to a change of SDR and less inbounds, does that mean youโ€™re not a competent sales person or does it mean itโ€™s time to move on to another company?
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What do you call it when you close a prospect on your first call/meeting?
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41
What do you call it when you close a prospect on your first call/meeting?
ye
+227
IanJ , ย  Blackwargreymon , ย  yeets ย  and 227 people voted
*Voting in this poll no longer yields commission.