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.
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.
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?
"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.
