Read the latest trends and insights in appointment setting, demand generation and high tech inside
sales. You are welcome to access the latest blog posts from across BAO, with perspectives for our
executives and key industry leaders.
Marketing and sales teams’ success relies heavily on the leads they generate, qualify and subsequently close. However, at several points along the sales cycle, the issue of lead quality can cause the two to be at odds.
The lack of experience within inside sales organizations makes the process of training and onboarding new ISRs critical. But 48% of high tech organizations offer just 2 to 3 weeks of training for new inside reps.
"Inside sales is a critical function, but most orgs don’t believe that these teams are optimized." That's why BAO recently conducted a market research study of inside sales leaders at high tech companies to better understand their team’s roles and responsibilities.
Made up of 19,000+ companies the mid-market is large, fragmented & frequently misunderstood. But it’s a target market with an abundance of high growth companies that have a myriad of tech challenges & active initiatives.
40% of inbound leads never receive any kind of follow up. It’s a common challenge among marketers that typically stems from coverage issues especially during peak lead times created by big tradeshows and successful content campaigns.