imnotinterested profile picture
imnotinterested profile picture

imnotinterested

Regional Sales Executive

Fire Starter
Contributor

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?

Attached poll
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🔎 Prospecting
👑 Sales Strategy
📈 Closing
9

12 comments

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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. 

Also, I’d rather BDRs be wasting their time with the bad “hot” leads, as well as the tire kickers. 
Avon
Politicker
1
Senior Account Executive
This. At my job half the leads under campaigns like “demo request” or “contact us” are garbage. I’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
Fire Starter
3
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
RedLightning
Politicker
0
Mid-Market AE
Just to clarify on the close rates, it's a bit of a misnomer. The close rates aren't highest because you got there first. But because contact rates plummet every minute between form fill and first touch.

you can't close a deal that never gets opened. 
slaydie
Big Shot
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
Big Shot
4
Account Executive
Let the BDR get the opp credit IMO they could use a layup everyonce in a while 
Lambda
Tycoon
2
Sales Consultant
get that business closed
RedLightning
Politicker
1
Mid-Market AE
demo request = AE
Contact us = SDR

This is less about skill and more about bandwidth. SDR's will reply/call much faster. Faster response time means higher chance of connection. Higher connection chance = higher opp rate
aiko
Politicker
0
Sr. Account Executive
Right to the rep but BDR should still get credit
wahmsales
WR Officer
0
SDR
At my company, they go to marketing, who set up the call for the AE. BDRs are getting shafted.
deathbysales
Politicker
0
Vice President, Sales
I reached out to gong recently, I would say I was a hot lead. They sent me to an SDR first and it’s been slightly annoying. 
ThatNewAE
Big Shot
0
Account Executive - Mid enterprise
Umm. I'd still say they should go through AE. No point letting BDR take this up. But I can be wrong here.

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