Devin M.

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.

Hey there! Working on some Q3 internal spiffs for my sales org of 14 AE’s across the US. We have a lineup of 10 solutions but the majority of our sales come from our 3 core products. My concern with spiffs is, if done incorrectly, they don’t drive more revenue but instead they just move the source somewhere else. For instance if I spiff a specific product, then reps will likely spend more time selling that one product rather than other products. This wouldn’t increase the overall revenue but instead just shift it. What are some Spiff ideas that you have used in the past with sales teams that have actually worked? I’m really curious if I’m thinking about this the right way or if there are some outside the box solutions. Thanks!