Perspectives From the Field: BAO and Fidelis
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At BAO, our Appointment Setting programs are all about results – how many meetings we secure, how much pipeline we help generate and how much ROI our Clients see. But the heart of every engagement – what really drives those results and our mutual success – is a strong working relationship between our Inside Sales Representatives (ISRs) and the Client reps they support.
In this case study, Todd Cernetic, Regional Sales Manager, Southwest U.S & Hawaii at Fidelis, and Leibe Suomala, Senior ISR at BAO, tell us how they’ve established a partnership – one built on communication, chemistry and mutual respect – that gets serious bottom-line results.
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![](/assets/imager/images/134868/Leibe_ebff9558e57d20deb8f3a555b4c2165e.jpg 375w, /assets/imager/images/134868/Leibe_742ff6a5899d8196ff8f34f9ce22969f.jpg 550w, /assets/imager/images/134868/Leibe_343c322be6d89a64f32df2c696c58719.jpg 750w, /assets/imager/images/134868/Leibe_f0a07e438caa5a29499168258d0e8f74.jpg 1000w, /assets/imager/images/134868/Leibe_fe7e0dcf7c05d7ec8e876b1d93b0742b.jpg 1200w)
![](/assets/imager/images/134808/Todd_ebff9558e57d20deb8f3a555b4c2165e.jpg 375w, /assets/imager/images/134808/Todd_742ff6a5899d8196ff8f34f9ce22969f.jpg 550w, /assets/imager/images/134808/Todd_343c322be6d89a64f32df2c696c58719.jpg 750w, /assets/imager/images/134808/Todd_f0a07e438caa5a29499168258d0e8f74.jpg 1000w, /assets/imager/images/134808/Todd_fe7e0dcf7c05d7ec8e876b1d93b0742b.jpg 1200w)
Building expertise, setting expectations and establishing common goals:
The productivity boost:
I got five meetings this week! Leibe’s done a great job – I’ve had 33 calls in my territory in the last six months. And measuring quality with the BAO ROI Tracker™ is really easy because almost everything is a 4 or 5. She’s so spot-on. Our sales cycle is really long, but I have more than $698,990 in pipeline based on Leibe’s calls. That’s a very good thing for me.
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Be strategic - and realize the value of this resource:
Every Appointment Setting engagement is designed to be a true, productive partnership between our team of ISRs and their reps. How can our team become a part of yours? Learn more about BAO’s Appointment Setting service.