Blog

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.

Page 1 of 138 items

Overcoming the Lead Quality Obstacle & Other Challenges Facing Inside Sales

October 17, 2018
Category: Blog Post
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.
Read More

Extended Training for Inside Sales Teams - The Proof is in the Pipeline

October 3, 2018
Category: Blog Post
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.
Read More

Dialing Up Inside Sales: Why Prioritizing Cold Calling Works

September 17, 2018
Category: Blog Post
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.
Read More

BAO Trend Report: Inside Sales

September 4, 2018
Category: Trend Reports
"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.
Read More

Destination Pipeline: Warm up the Mid-Market

August 6, 2018
Category: Blog Post
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.
Read More

Destination Pipeline: Hit the ABM Bullseye

June 11, 2018
Category: Blog Post
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.
Read More

Destination Pipeline: Eliminate the Competition

April 18, 2018
Category: Blog Post
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.
Read More

Destination Pipeline: Navigate Lead Flow

March 1, 2018
Category: Blog Post
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.
Read More

Destination Pipeline: Increase At-Bats

January 30, 2018
Category: Blog Post
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.
Read More

Happy 20th Birthday BAO

December 7, 2017
Category: Videos
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.
Read More

Get email updates from BAO and stay up-to-date
on all aspects of appointment setting and lead generation.