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.
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.
"Inside sales is a critical function, but most orgs don’t believe that these teams are optimized." That's why BAO recently conducted a market research study of inside sales leaders at high tech companies to better understand their team’s roles and responsibilities.
At BAO we say “we connect people, it’s our calling,” and securing more than 34,000 meetings over a 12 month span supports that adage. Here's an inside look at the who, what and where from the Telephone Trenches.
150 meetings, 35 opportunities and $5.2M in pipeline. That’s how BAO’s Appointment Setting services helped Castlight Health ensure comprehensive coverage of their target markets all while expanding and ramping up their inside sales team.
SiriusDecisions recently published an infographic highlighting the top 5 challenges facing sales leaders. In this blog, we dig into one challenge that we see frequently among sales: How to hire the right people and get them contributing to pipeline quickly.