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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?

174. That’s the number of calls it takes to secure a single meeting with a HR tech decision-maker, a rate 51% higher than for other tech solutions.

"One of the things we're most proud of is that we help to create sales careers.” In November, BAO headquarters relocated from its home of eight years in Andover to new office space in Chelmsford, MA.

137. That’s the number of dials it takes to secure a single meeting with a cybersecurity decision-maker. An increasingly crowded market, it’s understandable that the number of calls needed to secure a meeting in cybersecurity is 19% higher than other tech solutions.

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.

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.