Hiring 6 SDRs March 2025 | SDR/BDR Advocate | Data-Driven GTM
Dear Marketing, I appreciate the list of 412 leads you sent us. None of them had phone numbers, and 87 had a non-company email address (gmail, hotmail, even AOL). I had to discard those as I don't know what company they belong to. I cleaned the data in BriteVerify and of the 325 remaining 48 bounced, so we were down to 277 leads. Out sales intern opened every linkedin profile and found out 32 of these were competitors, and 69 were consultants. Of the remaining 176 leads 94% are individual contributors or low level managers. So we're left with 11 leads to reach out to that have any sort of power in order to buy our software. I then had to go through ZoomInfo and LeadIQ to enrich phone numbers. As you might know, the pickup rate on the phone is ~4%... so after 4 calls per lead, we only talked to 2 people. One doesn't recall attending the webinar and the other team is not interested. In short, the $50K we spent to put this together has yielded 0 meetings. I'm not saying this is your fault, I'm just saying we might need to rethink this whole flow, and agree that my team should only get leads from Qualified Accounts. How do we go about this to maximize revenue? Kindly, A concerned Sales Leader. ^ Copy-paste and send to your marketing team. Cause I know you're all suffering the same problem with those "leads" #SDRsMatter
I appreciate your commitment to finding solutions. Increased collaboration between sales and marketing will be the key in refining our lead generation process for greater success.
Sounds like some serious lead scoring, enrichment and alignment is needed here. The problem is - the blame culture, and people not considering the need for revenue operations. Marketing team's often don't have the skills to know how to auto enrich and clean, and often - score leads. The focus on demand and generation of contacts, and the buck stops there. Sales and marketing alignment with a RevOps Leaders, leading the conversation on how to improve alignment is key. Leaders need to invest in RevOps earlier - to stop this from occurring.
Whays the best way to get qualified leads for your team ?
Tito🚀 great points you bring up here! Definitely a big issue we’re seeing especially throughout the enterprise tech industry. Perhaps a reconsideration of lead sources is in order? (Quality>quantity. Lower in funnel or more focused on ICP?) Shamless plug: our customers have occasional issues for sure, but we’ve had reports from companies like Cybereason who’ve publicly stated seeing 10% conversion rates working with PeerSpot. Just ask Wendy!
I could not agree more. More of a waste of time & money than anything else.
Wheres the follow up post as response from marketing ? 😀
This one hits a note hard. I remember having conversations with marketing about thousands of leads with IP addresses in china / North Korea or emails with .ru and still getting push back
I agree with the overarching sentiment. But I wouldn't weed out the 69 consultants? Many clients hire consultants to find a solution to a problem. I did exactly that for many a client in my consulting days. If a sales team didn't respond to a demo request, they were out of the race.
Sr. Virtual Business Development Representative (BDR) - Channel Enablement, MSP Specialist - Voted Best Dad Ever, by 3 of my 4 Daughters!
1yAnd what about the 3 emails with statistics and cut/paste from a client's site they sent taking up all the budget for the project. And then my list has 250 contacts from 8 companies with all the same customer service numbers.