BigShrimpin

Account executive

Play along or call out garbage meeting?

Hey all, curious mainly for my SaaS guys and other remote sellers since our time is considered inherently less valuable since theres no travel time to demos.

When your BDR's book you something that you know is a complete waste do you just hard disqualify it as fast as possible, go through the motions for the practice, or does your org have a different method of handling these?

Currently management is of the mind that we must at least try on all of these because "you never know" (you do).

obviously unqualified/bad lead comes in do you

Attached poll

Run a regular discovery anyways for the practice Hard DQ Refuse the meeting Other (comment)

*Voting in this poll no longer yields commission.

☑️ Qualification Calls

🔍 Discovery

15 comments

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Kosta_Konfucius

Politicker

Sales Rep

Depends how busy am I or if I need something to talk about in my 1 on 1.

Usually will give it the ole college try especially if the BDR is on the call

ExtremeVibeChecker44

Arsonist

Inside Sales

Depends how much I like my BDR too. If he's hustling I'll throw him a bone when I can.

If you really like your BDR, you could even let him run part of the call.

jefe

Arsonist

🍁

So much depends on bandwidth.

Practice always helps, and you may learn something.

coletrain

Politicker

Account Executive

Call in advance with "Introducing myself and getting boring questions out of the way first so we can focus on the actual demo" and running my own discovery to save both time.
I've been at a company like this where the BDRs were making more than the AEs and would not be surprised if the same weren't true for yours. Also likely there's some metric of "meetings held" that gets reported regardless of disposition.

medhardwaredr

Opinionated

Director of Sales NA

Prioritize where your time is best spent. It is true however you do never know!

FinanceEngineer

Politicker

Sr Director, sales and partnerships

I use it as a teaching moment for the BDR, I also test out my other ideas that I normally don’t bring up. Finally, I use it to gain industry insights and see what others are seeing.

FoodForSales

Politicker

practice makes perfect.

invite the BDR to call to make it a learning experience.

ThePiedPIPr

Valued Contributor

Enterprise Sales Executive

Practice is always key and it is a really good time to try the new ideas you might have been playing around with. I think a really good thing is to make sure your BDR is on the call and use it after the call to see what they thought and it might help them improve future meetings. It is also a good way to give them a little bit of training.

SalesBeast

Politicker

Sales Director

Just take them and present facts after the call as to why it was bad. If you turn down calls given to you they will see you as negative and stop giving you all good and bad calls. Just bite the bullet on this one.
Sincerely, somebody who was in this position and spoke up.

Founding BDR

Love seeing all the BDR love in the comments. As someone who’s just found their favorite AE, it really is a beneficial learning experience to let them run some of the call

Pachacuti

Politicker

They call me Daddy, Sales Daddy

I think its important to move forward with the demo but you should definitely have a conversation with the BDR about good vs bad quals. You need to realize though that they have numbers to hit and if you help them a bit, they will be willing to help you when you need the help.

BigShrimpin

Catalyst

Account executive

In general they know that I'll take anything they book because I know being a bdr sucks balls sometimes but im talking cases where this is so far outside the ICP you know theyre only taking this to hit quota and they know theres 0 chance it becomes something

CuriousFox

WR Officer

🦊

Maybe you can use as a teaching moment to have them join the meeting with you so they can see how real life works.

sales1206

Contributor

Senior Account Manager

If you think it’s garbage have you considered bringing the BDR along to a meeting to sit in on to educate them on the impact a crap customer has on your time. This in turn allows them to pre qualify to a higher standard and it gives them a Lee ring experience

TheHypnotist

Executive

Sales Manager

I'm assuming "Hard DQ" = Hard disqualification procedure?

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BigShrimpin

Play along or call out garbage meeting?

obviously unqualified/bad lead comes in do you

15 comments

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