Fast growing technology companies rely on their sales development team to generate revenue and growth. A successful sales organization relies on high quality leads to support this growth. Failure to meet expectations can leave a company stuck in the trenches.
Managing and growing an internal sales development team can be very challenging. One option available to sales leaders is to outsource some or all of their sales development needs.
This article reviews 10 questions sales leaders should ask when evaluating sales development outsourcing companies.
It is common practice for B2B companies to use marketing automation software to automatically contact and nurture unqualified or dormant sales leads. Still, after numerous emails, many leads do not respond or participate in email campaigns. What can sales development reps (SDRs) do to help ‘move the process along’? READ MORE
If you convert 25% of your B2B sales leads into opportunities, what happens to the other 75%? Many will be marked as bad leads or disqualified in the early stages of the lead generation process. Other leads will convert into opportunities, but most never leave the sales funnel. Why are these leads left behind? The growing “dead” or “dormant” lead pool is driven by 5 factors. READ MORE