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.
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.
"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.
Made up of 19,000+ companies the mid-market is large, fragmented & frequently misunderstood. But it’s a target market with an abundance of high growth companies that have a myriad of tech challenges & active initiatives.
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.
Based on what we’ve seen in the market and among our Clients, there are three key things organizations need to keep in mind as they consider growth and expansion for inside teams.
Building a scalable sales and marketing foundation can be a challenge when your company, your market and your team are going at breakneck speed. Jim Higgins offers advice based upon BAO’s experience working with fastest-growing companies.
