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Should HOT inbound leads (demo request, contact us, etc.) go straight to the rep or through to the BDR first to book?

Never understood why BDRs got the "hot" inbounds which include demo request, contact us, etc. Why have 2 different contacts from your company right off the bat? Especially if they book via email.

Should "hot" inbound leads (demo request, contact us, etc.) go straight to the rep?
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6
TheSolicitorGeneral
Politicker
+5
Small Market AE
They should go through BDR. On hot leads, the metrics show that win rate is drastically improved if the first contact is made within 15 minutes of lead submission. Your BDR team would have the flexibility to react to these more quickly than AEs typically.ย 

Also, Iโ€™d rather BDRs be wasting their time with the bad โ€œhotโ€ leads, as well as the tire kickers.ย 
mstl
Catalyst
+5
Account Executive
This. At my job half the leads under campaigns like โ€œdemo requestโ€ or โ€œcontact usโ€ are garbage. Iโ€™d rather a sdr filter through those and position me as the expert than waste my time with them. I was also a BDR before and without leads like that it was impossible to hit quota.
imnotinterested
Regional Sales Executive
Makes sense, all depends on the volume of inbound leads. At my company, they are pretty few and far between so they are *usually* pretty solid
slaydie
Politicker
+5
Account Executive
Right to the rep - why waste time and dick people around. More touches means more chances to mess up and frustrate the prospect
Justatitle
Politicker
+7
Senior AE
Let the BDR get the opp credit IMO they could use a layup everyonce in a whileย 
Lambda
Politicker
+6
Sales Consultant
get that business closed
aiko
Politicker
+7
Sr. Account Executive
Right to the rep but BDR should still get credit
wahmsales
WR Officer
+10
SDR
At my company, they go to marketing, who set up the call for the AE. BDRs are getting shafted.
3
Does your team have a sales assistant or coordinator handle inbound leads?
Question
3
7
How do you manage new inbound requests when on vacation?
Question
13
7
If you join a SaaS company and thrive at the beginning due to inbound leads and good SDR and then sales start going down due to a change of SDR and less inbounds, does that mean youโ€™re not a competent sales person or does it mean itโ€™s time to move on to another company?
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12