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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.

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.

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.

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.

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

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.