AOP planning for next year for the entire GTM team, and we’re running into a roadblock with demand gen for cross-sell growth that I’m hoping some of you could help lend some opinions on.
We currently have a robust 1:1 BDR to Sales Territory model where each territory has a Junior and Senior AE focused strictly on new logos.
We’ve identified a huge missed potential this year cross selling intoour existing customer accounts because we relied on CSM’s who are nurturers to step out of their comfort zone and have sales conversations with customers. Our response is to build a CS growth team specifically for cross-selling additional products into our customer base.
The challenge is: who handles demand gen for that team? Do we have a separate set of BDR’s for them? Do we rely on that team to generate their leads from an incredible high volume of accounts? What happens when they’re neck deep in sales demos and contract discussion, who is performing outbound motions?
I’d love to hear if anyone else here has set something up like this, and if so what was your DG solution?
Please don’t DM me trying to sell some AI BDR model, I’m bot in the market for that right now.