The War Room
Question
Post

Prospecting Poll- Marketing/SDR Sourced vs. Self Sourced

At my company we have a marketing team that is actually so bad at their job its scary. They recently claimed they have a team of SDRs sending out messaging in drip campaigns but aren't getting any responses. While they have mentioned priority lists and stuff that they want these SDRs to have a larger focus on, literally nothing is getting done and 0 of their "leads" have been converted. I mentioned that I would much rather get a small list of 10-25 of the focus accounts that align with my territory to prospect into myself, since I think the personal/well researched outreach is better than throwing out random campaigns and waiting for one to stick. I believe that building a personal cadence is important, but a lot of my peers feel differently.


TLDR- do y'all prefer letting marketing/SDRs source your leads and take over once its warm or prospecting into them yourself?

I prefer prospecting when
Attached poll
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πŸ”Ž Prospecting
πŸ‘‘ Sales Strategy
☁️ Software Tech
13
poweredbycaffeine
WR Officer
+9
Bean Juice Drinker | Sales Savant
Have you been told that you cannot prospect into your territory on your own? Subvert the system and do your own work.
CloudyWithAChanceOfQuota
Politicker
+5
Inside Account Representative
Its mostly that I don't get access to the target account lists, which is frustrating. I've been able to find a few leads on my own, but it is incredibly time consuming considering my department is just a small part of a much larger company, and nobody wants to step on the other cloud segments' toes/steal existing customers within the business, etc.Β 
jefe
Politicker
+8
Sales Director
We don't have SDR's....
Diablo
Politicker
+7
AE
You should have both as an option as well 😁

DungeonsNDemos
Politicker
+10
AE of B2B
How long has this been going on? Surely it can't last and be rationalized by upper management.Β 
Too many times marketing will take a good lead and just trash the shit out of it with terrible content.
CloudyWithAChanceOfQuota
Politicker
+5
Inside Account Representative
Apparently it’s been far longer than any of us realized. I thought the issue was our partners not providing accounts to map to, but it’s just a classic marketing fuck up lmaoΒ 
mitts2
Politicker
+8
Account Executive
I mean I PREFER to have SDRs and marketing source quality leads / meetings but in reality that doesn't happen so I need to either qualify what they have or just do it myself.
SweetLeaf
Contributor
+1
Relationship Manager
I would press for more autonomy; what does it hurt them to let you try out your personalized approach while they continue spinning their wheels. I’m stubborn, will just pushback till I get some freedom. But sounds like a shitty spot to be in and a waste of time on shit leads, which would be annoying. I’m in the cloud industry too, best of luck out there!
CloudyWithAChanceOfQuota
Politicker
+5
Inside Account Representative
Thank you! I def will keep pushing to get my hands on some of these account lists! Best of luck to you as well!Β 
SweetLeaf
Contributor
+1
Relationship Manager
And really if they don’t let you build a whole cadence or sequence; screw em. Make your own - set task reminders to send the next one out. Then when they ask you, β€œomg, how’d you hit your number, how’s you hit quota” you can show their slow moving asses what proactive outreach is.
CuriousFox
WR Officer
+13
Senior Account Executive
I rely on myself.
slaydie
Politicker
+7
Account Executive
I'd prefer to run my own business. I've worked with SDR's in the past and when they are good its great but when they aren't, well....I just prefer to do it all myself
DataSlangah
Politicker
+7
SAE
I look at anything that comes from an SDR as gravy on top of the prospecting I do myself.
NoSuperhero
Politicker
+7
BDR
I personally think it has to be a good mixture of the two, I work in a very spoiled environment where marketing spends a bunch of money on leads, sometimes they blow, but it helps a shitload
alecabral
Arsonist
+9
Director - Digital Sales Transformation
To be honest, it's a bit of both for me. As an AE, I never relied 100% on the pipeline my SDR brought me and to be fair, the guy was responsible only for 40% of my pipeline. My partners would bring me some 30% and I was left with another 30%. Also, regardless of who the SDR reported to, I'd make sure they knew what a good lead meant to me and unless they were just aholes, I'd spend enough time with them so they'd feel part of a team with me. That kept them engaged and wanted to learn more and that usually ended up bringing me good leads.
DrunkenArt
Politicker
+7
Sales Representative
I just started a territory role after being a BDR for a little bit. It's so much tougher to prospect on your own vs having someone do it for you. I like the ability to prospect my own leads, but I wouldn't mind an SDR/BDR sending over some every now and then.
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13
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+37
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*Voting in this poll no longer yields commission.
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*Voting in this poll no longer yields commission.