Smarter targeting to increase your win rate
Many sales execs say their biggest challenge is finding qualified prospects—but there are strategies for you to identify your best prospects in order to execute more effective sales and marketing campaigns
When it comes to leads, “qualified” is temporary. Your best prospects today could be your worst prospects in 6 months if they’ve already purchased a competitor’s solution. That’s why you need to know not just who fits your profile, but when they’re primed to buy and why.
BAO’s experience in the cybersecurity space certainly sets them apart from other lead generation providers. I’ve used them at multiple companies—always in security—and have seen firsthand that their knowledge of the industry results in pipeline for my business. With the cybersecurity industry being so fast and dynamic, and the technology market being so competitive, BAO provides a real advantage to sales and marketing teams by ensuring consistent access to buyers.
Getting our first batch of profiles was an absolute eye-opener. My first reaction was how fast can we get more of these?
We have unprecedented insight into the makeup of our market now. We know where there are immediate opportunities and where there’s a need for more education. We know where the competitors are. This has been huge from a market research standpoint, and it will help us drive overall business strategy. We know whether or not our targets are satisfied with competitors—and why.