Blog

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. .

Tags: Appointment Setting, Best Practices, Sales

BAO Opportunity Identification (OppID™)

April 23, 2019

Category: Service Overviews

Opportunity Identification delivers your best prospects, identified by the exact account insights and buyer signals that matter to your organization.

Tags: Account Intelligence, Opportunity Identification, Market Intelligence

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.

Tags: Lead Qualification, Lead Follow Up

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.

Tags: Lead Qualification, Lead Follow Up

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.

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.

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.

Tags: Appointment Setting, Lead Generation, Demand Generation

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?

Tags: Lead Generation, Lead Qualification, Lead Follow Up

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.

Tags: Inside Sales, Best Practices

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.

Tags: Inside Sales, Best Practices, Sales

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.