finboi

Fi-nance

Notorious Answer

Opinionated

Valued Contributor

What % of leads should be inbound for enterprise?

I think it varies but generally I've seen that SMB will have the most inbound deals closed as a % of all deals.

That said, even for enterprise you can start a conversation with inbound leads.

My question is what % do you typically see for enterprise deals for inbound?

🧠 Advice

🏙 Corporate Experiences

💡 Education/Resources

14 comments

Sort by:

poweredbycaffeine

WR Lieutenant

☕️

How long is a piece of string?

Gasty

Notable Contributor

War Room Community Manager

@finboi - I can tell you what you should demand from marketing, rather than what it should be / is / would be.
The answer : 50%

finboi

Notorious Answer

Fi-nance

Why 50% tho

Gasty

Notable Contributor

War Room Community Manager

It's about the ownership. Marketing should "ideally" own 50% of the demand generation. Regardless of SMB / ME / Enterprise segments which have been created by sales function in reality.

Justatitle

Big Shot

Account Executive

Depends on your definition of Inbound and the product, if you can get 40% of your leads from inbound you’re in a good spot usually

finboi

Notorious Answer

Fi-nance

Thank you for the only helpful comment here lol

Justatitle

Big Shot

Account Executive

Not saying this to be negative but it would be helpful to provide what classifies Enterprise and also the product. Without that there’s too wide of a range to give an accurate response

stackinracks

Good Citizen

Manager, Global Sales Development

Small start up here. Right now we are probably at 75% but we decided to get a great inbound machine going before stepping into outbound. Over time this will go down to ~50%.

TennisandSales

Politicker

Head Of Sales

idk how you expect ppl to answer this.

I would like all my leads to be inbound.

This is a marketing question not a sales question.

poweredbycaffeine

WR Lieutenant

☕️

Expecting marketing to build an inbound funnel alone is a fools errand. It’s as much on sales to build goals and tie them back to demand as it is for marketing to fill the funnel.

CuriousFox

WR Officer

🦊

Can't depend on Marketing. End of story.

finboi

Notorious Answer

Fi-nance

I would love 100% too. Just curious what your % is in your org.

TennisandSales

Politicker

Head Of Sales

in my current org.....0% inbound. hahah its painful.

in past orgs iva had it as high as 60%

TechSalesQueen

Executive

Sr. Enterprise Account Executive

I expect 0%. And only count on myself. Anything I get beyond that, I consider a gift.

Bravado is a community of trusted sales professionals endorsed by their customers.

Products

The War Room Jobs Salary Guide Tech Sales U

Company

About Us How It Works Blog Bug Bounty

Contact

Press Careers

If you are hired as a contract sales rep by a Bravado customer, we may ask you to prove access to the employee email account provided to you by that customer. This data will be shared with customers to track your sales productivity; customers can use this data to confirm you meet the minimum activity requirements to pay out your ramp stipend and commission.