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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.

It’s simple, really. The more inside sales reps dial the phone, the better results they get. And the reverse is also true: reps who do not pick up the phone see low levels of quota attainment.

"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.

The most important letter in ABM is the ‘A.” The Accounts. The accounts you’re targeting with your ABM program and what you know about those organizations.

There are prospects out there who are unhappy with your competitors. And accounts using the competition whose contracts are expiring this quarter and next. But locating them can be a challenge.

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.

It takes 6 to 12 months to get a new sales rep fully ramped up, productive and meeting their quota. But there is a way to get your new hires more at-bats and cut their ramp-up time in half.

This year, BAO is celebrating its 20th year in business. To celebrate the milestone we put together a video on what 20 years of BAO means to us.