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.

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The Prospecting Perspective

May 13, 2019
Category: Interactive
It’s never been harder to get ahold of prospects. We ought to know, we make 35,000 calls a day. Accordingly, we’ve compiled stats to illustrate the five most important factors in sales prospecting.
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Appointment Setting Best Practices: 5 Tips for Making the Most of Every Meeting

Posted by Jim Higgins May 3, 2019
Category: Blog Post
A meeting with your prospect holds incredible potential that goes far beyond just building out your pipeline and driving growth. Whether utilizing appointment setting. .
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Your Lead Qualification Questions, Answered

April 3, 2019
Category: Blog Post
Even the largest, most experienced inside sales teams don’t have the time or resources to follow up on every lead. Here are the most common questions we get asked about lead qualification.
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5 Reasons to Outsource Inbound Lead Qualification

Posted by Jessica Pilat March 11, 2019
Category: Blog Post
Inbound marketing is a great strategy that when done well, educates prospects and brings them to you. But, of course, it doesn’t do all the hard work for you.
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A Conversation with BAO’s Founder Suzanne Higgins

March 8, 2019
Category: Blog Post
March 8th is International Women’s Day, and to celebrate, we spent a few minutes speaking with BAO's founder Suzanne Higgins.
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Tags: Inside Sales

Dialing Up Inside Sales: Why Prioritizing Cold Calling Works

Posted by Jessica Pilat February 28, 2019
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.
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Generating Demand in the Mid-Market

February 25, 2019
Category: Blog Post
140. That’s the number of dials it takes to secure a single meeting with a tech decision-maker in the mid-market.
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It’s Time to Start Practicing Responsible Lead Generation

Posted by Jessica Pilat February 13, 2019
Category: Blog Post
Picture it: You have 5,000 leads from your trade show or campaign. Somewhere in there are 135 contacts who have an active initiative and actually want you to call them. But which 135 are they?
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Extended Training for Inside Sales Teams - The Proof is in the Pipeline

Posted by Jessica Pilat January 25, 2019
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.
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Hiring, Training, and Managing Business Development Representatives: A Data-Driven Approach

January 16, 2019
Category: Trend Reports
Recently BAO and the Predictive Index (PI) teamed up to analyze the world of business development - from hiring to training and everything that goes into the day-to-day management of a business development team.
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