Outbound Prospecting in Inbound Sales Org

I work in a SaaS org that generates leads from free trials. SDR's qualify these leads and pass them to our AE team on a round robin basis. If marketing or SDR's don't hit their target it's unlikely our AE team will either.


I'm sick of relying on marketing to hit target and speaking with managers as opposed to DM's. Ultimately, I want to set aside time to build my own business.


The company won't pay for any prospecting tools like Outreach, hell we don't even have access to Sales Nav.


Any advice to get me away from being a professional order-taker would be AWESOME!

๐Ÿ”Ž Prospecting
๐Ÿ’Œ Cold Emailing
๐Ÿค“ Sales Tech
11
CuriousFox
WR Officer
8
๐ŸฆŠ
airpistols
Contributor
2
Account Executive
That's awesome @CuriousFox!
CuriousFox
WR Officer
3
๐ŸฆŠ
Thanks for the kind words. Please upvote the posts you find helpful ๐Ÿ˜Ž
InQ5WeTrust
Arsonist
2
No marketing, mayo isn't an MQL
Doing gods workย 
Jewcan_Sam81
Politicker
1
Account Executive
Seriously, what a mensch
CuriousFox
WR Officer
7
๐ŸฆŠ
You can pay for LSN yourself. I believe you can sign up for a free trial too.ย 
ColdCallFartBoy
Celebrated Contributor
0
Business Development Representative
I do this for my company
poweredbycaffeine
WR Lieutenant
3
โ˜•๏ธ
Get Apollo.io, which is free, and start searching for your ICP. Find the companies, then the contacts, and load them into your CRM. Start outreach via a simple combo of email and calls, setting yourself a task to reach out again 2-3 business days after the last attempt.

Record your results, and if they look good, prove to management that investment in tooling is required to help the AE team hit their goal consistently.
airpistols
Contributor
1
Account Executive
This is awesome advice!ย 

Out of interest, how many leads do you contact to get a meeting? I know this is dependent on a lot of factors. My bosses concern is it'll take time away from inbound leads
poweredbycaffeine
WR Lieutenant
1
โ˜•๏ธ
Expect a 5-10% conversion rate on lead to meeting. Factor it up to a larger audience to set more hooks, say 100, and use that as your test audience.
barney2021
Tycoon
2
Account Executive
Negotiate extra kickers. Pay for sales navigator yourself and prove your extra results and then get the company to cover navigator licence. Everyone wins
airpistols
Contributor
0
Account Executive
Good shoutย @barney2021!ย 
hh456
Celebrated Contributor
2
sales
I give this advice like once a week. Buy a data tool yourself. I'd recommend RocketReach. Drop the DM's linkedin profile in there, and get their direct contact info and phone number. Then go after your targets yourself. Add that on top of marketing leads and you'll exceed target all of the time.
FormerStartupJobHopper
Tycoon
1
AE
We live by the sword and die by the sword man. Over 95% percent of my BUs revenue is inbound. It's usually pretty sweet. But then when the phone isn't ringing (not often to be fair) I'm kinda fucked
Diablo
Politicker
1
Sr. AE
Link share by @CuriousFoxย is great. Some of the good free tools are Apollo, Built-with that worked well for the product we sell.
ChrisSellsHisSoul
Fire Starter
1
Owner
I love snippets. In my last corporate job I relied heavily on snippets in outreach.io.

I've since launched my own business and now I use Text Blaze for snippets. Crappy name, but it's actually crazy good for AE''s.

It allows you to create keyboard shortcuts so you don't have to constantly copypaste your calendar link, website, etc.

It also has Gmail and Linkedin shortcuts so I can just type /li and it'll generate a message that says "Hi FIRSTNAME, blah blah blah" and it'll automatically fill in the correct name.

Scaling the automation and the personalization simultaneously is a big help.
DungeonsNDemos
Big Shot
0
Rolling 20's all day
That seems to be a big bottle neck for marketing to pass to sales.
How long have they been doing it this way?
airpistols
Contributor
0
Account Executive
Agreed. Especially as the SDR team churn like crazy so we asked if we can work ICP leads over a certain threshold.ย 

Doing it like this since 2016. The company has only had a sales team since then so marketing call all the shots.
bravochromatic
Opinionated
0
Sales Manager
Network via linkedin in your free time, it will build up overtime to generate some outbound meetings.ย 
4

How do you compensate your SDRs who do both inbound and outbound prospecting?

Question
6
Where have you seen most success?
41% Having Inbound and Outbound as two separate teams with different comp plan.
36% Have the SDR do both but pay more for the SQL generated from outbound.
23% None of the above.
39 people voted
4

Inbound vs Outbound Leads

Discussion
8
8

Thoughts on a SaaS org that promotes outbound reps to inbound reps?

Question
8
Is this promotion path normal?
60% Yes
40% No (more in comments)
47 people voted