Salesisfun profile picture
Salesisfun profile picture

Salesisfun

AE

Opinionated
Member
Fire Starter
+3

Question for inbound sales dev reps

Went from double digit inbound meetings set on my cal/week to low single digits. Obviously this won't suffice to hit quota. Manager has basically told me to not worry about it & that we can't wait on Marketing to provide any more leads but has not provided any solutions. So I turn here:


Those who rely solely on inbounds, what do you do when marketing blows it & doesn't give you enough leads?



👑 Sales Strategy
4

4 comments

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Rallier
Politicker
3
SDR Manager and Consultant
I've never understood tying quota to the number of meetings for an inbound rep. It's something they have zero control over
GDO
Politicker
2
BDM
Quota should always be linked to what you can do. I agree completely with this.
Kinonez
Celebrated Contributor
2
War Room Enthusiast
I would go to back to the "call me later" lists to see if I can set something up!
leasingislife
Good Citizen
1
SDR Manager
What industry are you selling? Is your product/service something that is dependant on timing or? I used to sell working capital/MCA's which is a very expensive unsecured type of cash loan that isn't ideally sold via chasing or pursuing a business owner. Typically you send out mailers, emails or spend on SEO, They took it if they needed it. 

If what your company offers to thier potential clients is something that isn't expensive, timing based, etc. I would try to access a database of some sorts. Often times with Library Cards (a thing of the past, I know) you can acess Refernce USA databases or other ones without paying. The information on there likely hasn't been verified or has a lot of wrong contacts but it points you in the right direction. You can drill down to industries, company revenues, etc = and this basically what marketing is doing in your company. From there come up with a strong prospecting work flow. Depending on what you do with CRMs you can build out email schedules in conjunction with 1-2 punches. If the marketing department is sleeping you can always ask for someone to make you a PDF with your photo on it and highlght the WHY. "Why would/should they work with you?" 

Another thoguht - do you maintain any previous leads that have come in via the inbound process? Maybe you can come up with a way to re-target leads that were still qualified? 

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