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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April 3, 2019
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.
March 8, 2019
March 8th is International Women’s Day, and to celebrate, we spent a few minutes speaking with BAO's founder Suzanne Higgins.
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.
February 25, 2019
140. That’s the number of dials it takes to secure a single meeting with a tech decision-maker in the mid-market.
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?
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.
January 16, 2019
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.
December 12, 2018
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.
December 7, 2018
"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.