Ankit Kanoria

Outbound - Who (AE or BDR) takes the meeting when the prospect is interested in learning about the product but does not share any specific challenges.

Outbound (AE/ BDR) - Who takes the meeting when the prospect is interested in learning about the product but does not share any specific challenges.

🔎 Prospecting

17 comments

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Kosta_Konfucius

Politicker

Sales Rep

When in doubt AE

GDO

Politicker

BDM

exactly!

TheColdestColdCall

Executive

Enterprise Account Executive

I'm at this point where I've finally lost the excitement of a first call, mostly because I've now seen a ton of go-nowhere opportunities where they are just kicking tires and wanting demos. I agree AE is the best route to a true answer, but sometimes I just want the SDR/BDR to qualify regardless of whether it's inbound or outbound.

oldcloser

Arsonist

💀

AE - no question

HVACexpert

Politicker

sales engineer

💯

Diablo

Politicker

Sr. AE

AE is the better bet but BDR can always be in the background. I like to include them so they get to learn.

Sunbunny31

Politicker

Sr Sales Executive 🐰

Good suggestion!

CuriousFox

WR Officer

🦊

The AE is best equipped in this scenario.

Sunbunny31

Politicker

Sr Sales Executive 🐰

Hand off to the AE.

waterjugsales

Politicker

Account Executive @ Funemployed

pirate

Big Shot

🦜☠️ Account Executive

AE because they're better in discovery usually and BDR in the call to learn how the call is done

Justatitle

Big Shot

Account Executive

AE. Why? if the prospect is coming to the call maybe the BDR can get to the pain but you as the AE will be able to discuss the pain from their problem and discuss other clients the success they had and all

Beans

Big Shot

Enterprise Account Executive

BDR books, I'll take it unless after first pass of the call/website/prospect I think they'rre a poor fit.
Helps my dude work on his pitch and I can always recover in that case.

The problem is that 70-80% of these meetings turn out to be cases where prospects do not have a specific need or challenge that they want to be solved right away. (before you ask, yes we're targeting the right ICP - org size, dep, designation, vertical, tech)

Goldleader

Fire Starter

Senior Sales Manager

If it’s outbound then get the AE to take it and have the BDR on the call.

If it was inbound then would just give it to the BDR to nurture.

bendandsnack

Politicker

Account Exec

Case by case basis. AE over BDR, but if the BDR feels like it might not be qualified and it's not a T1 account, they can take it.
When I was a BDR I would start taking first calls by myself if I thought the AE was going to fuck it up. Looking back, shielding the prospect from a shitty seller on the first call does not help the close, but helped me get comp'd on a qualified meeting

Mothy

Politicker

Account Executive

I lean towards it really depends on how much experience the SDR has, and also potential contract value.
Have they done a bunch of ride alongs with the AE and have learned how to uncover pain or goals? Might be worthwhile for them to take it, get some practice, and develop further, especially if it is a relatively low value prospect.
Not a lot of experience? AE takes it and brings the SDR to observe.

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Ankit Kanoria

Outbound - Who (AE or BDR) takes the meeting when the prospect is interested in learning about the product but does not share any specific challenges.

17 comments

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