In our last post, we focused on some of the reasons it can take a while for outbound sales campaigns to start showing ROI.
A natural question for clients to ask, given these constraints, is how to know when to pull the cord on an outbound SDR program. After all, start-ups are often cash constrained - one of the most important factors in their ultimate success is knowing when to cut off a strategy that isn’t working.
Unfortunately, there’s no perfect science here. But managing three years of outbound campaigns for dozens of SaaS clients has given us some helpful heuristics to look for in the early months of a sales campaign. These are some of the questions we ask (along with related KPIs) that help us understand whether success is going to continue eluding us - or whether it could be right around the corner.