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runedude9002

Senior Account Executive

Good Citizen
Fire Starter
Contributor

No Leads - Small pipeline for entire sales team

Hey,


Like the title suggest - our entire sales team is behind on quota for the past 2 months. There aren't enough inbounds or leads set by SDR Team. There is a big push for outbound efforts - What would be the most effective/scalable outbound strategy for a mid-market saas product? The average deal size is around 5k and can close in under a month.


Bulk cold emailing? Vidyard? The industry is not active on linkedin.

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💌 Cold Emailing
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19 comments

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CuriousFox
WR Officer
11
🦊
What about the good ole show up at their office and ask to see them?
Salesstrategist
4
Head of Sales
Run a monthly sales contest for AEs to create their own Leads. This will incentivize them to go hunt on their own. It will also show you what is possible from the top performer and leverage that success as a training opportunity for the SDRs.

Don’t let AEs complain about no leads! Make them go out and get them, themselves!!
jefe
Arsonist
4
🍁
Email, call, LI - do it all. Don’t wait for things to fall into your lap.
Pachacuti
Politicker
3
They call me Daddy, Sales Daddy
Each AE needs to be responsible for their own pipeline. I don’t know how you all are segmented out - by industry, geographically, etc but I would personally take the time to analyze my territory, dive deep into who my target market is, retool my script and start smiling/ dialing. Email is a waste. Vidyard is too. You can’t blame SDRs or mngt. You can only blame yourselves if your funnel is full.
Kosta_Konfucius
Politicker
2
Sales Rep
Bulk email, have a template for industry/role and mass send. Vinyards for key people on follow ups
SalesMama
Executive
2
Senior Account Executive
What industry… knowing that might help us to give better advice? Do you have marketing support (conferences and/or events)?
nomdeguerre
Executive
1
Account executive
Hard to say without more info, but probably a combo of phone and e-mail.
TennisandSales
Politicker
1
Head Of Sales
its a combo of all three. you need to be able to communicate your message and ask the right questions using all of these to
Gasty
Notable Contributor
1
War Room Community Manager
New company ?
DungeonsNDemos
Big Shot
1
Rolling 20's all day
It will be a volume game in the end, along with having a razor sharp prospecting message. Don’t forget people buy because of pain, loss, or risk and it needs to tie to “why now”
Notmyrealname
Politicker
1
AE
Phone calls
Sunbunny31
Politicker
1
Sr Sales Executive 🐰
If each AE has a specific territory (vertical, geo, what have you) they should have a territory plan and have key accounts in their region that they would like to target. AEs should start calling their prospects, and mix it up with email. I think videos are a waste of time. By the time you've recorded one, you could have made several calls or emails.
antiASKHOLE
Tycoon
1
Bravado's Resident Asshole
call and call some more. get some feet on the ground and get in front of people if that is your business strategy/market
Rallier
Politicker
1
SDR Manager and Consultant
Who are your customers? Find lookalike audiences of them. Ask for referrals. Cold call and cold email. In person if it makes sense. go where they go
SaaS_Man
Executive
1
BDR - MANNY
If you’re an AE and you’re relying on others to fill your pipe, I’d start looking to fill the pipe myself. Imagine if everyone BUT YOU missed quota. Your reason? “I picked up the phones myself and started building pipe.
GDO
Politicker
0
BDM
Do it all 😅
adrienmc
Good Citizen
0
Founder @LaGrowthMachine
Could you provide more context ?

What problems are you solving? For whom? With what solution? Given ACV, is there a self served version ? What’s the sales process?

Without this basic context, you’ll get generic if not conflicting advices…
ilovemondays
Executive
0
Senior Account Executive
18 touhcpoint cadence, semi-auto:
• in + e-mail + call
• Semi-auto only
• Gated at 10 new leads activated per day (make sure to import perfect lists monthly at Day 0)
•
targeted copy
• avg. 143 tasks per day, 180 at most per day
• Sales engagement generates tasks, don't use people's time, please! (Hubspot workflows, Reev, Apollo Sequences or something else)
Epictetus
Valued Contributor
0
SaaSy
Make sure you have the right ICP or look into why it may have changed. Did the economy heavily impact your target personas more than others? Are you reps talking about the wrong initiatives at the target company?

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