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The B2B technology sales cycle is often a journey of a thousand miles. And as the saying goes, that journey begins with a single step—the first sales meeting

Onboarding new sales reps takes time and resources. Training, messaging, and a good territory plan are all critical to making them successful. In B2B tech, this process typically takes 6-12 months.

We recently released the BAO Trend Report: Field Sales’ Perspective on Inside Sales & Marketing. In analyzing the results, we uncovered some striking insights around content syndication and event leads.

Master Inside Sales Rep Robbie Gonsalves recently achieved a big milestone when he secured his 6,000th appointment.

In this research brief, SiriusDecisions describes the three ABM strategy options, including when each works best, their primary focus, as well as detailed resource considerations.

Sales kickoff is one of the most important events for any B2B sales and marketing organization. It’s where you set the tone and the strategy for achieving your goals for the year.

Field sales reps are on the front line of driving revenue. BAO recently conducted a research study of 197 field sales reps at high-tech companies to understand how marketing and inside sales are doing at supporting revenue generation efforts.

Interana knew what characteristics made for qualified leads. But the information necessary to identify those accounts isn’t something you can get from the usual data sources. Now, with OppID™ they know exactly which companies fit the bill.

Most companies know their sweet spot — companies who have a certain competitor in place within 12 months of contract renewal date, or particular technology stack configuration — but it’s not easy to find those opportunities with the data at hand.

The DemandGen Report's 2019 B2B Buyers Survey Report states, “Having the right content and resources is helping reps have deeper conversations earlier in the purchase journey.”