Outbound Index - Issue #4

How does your outbound prospecting stack up?

In our work with Sales & Marketing Execs, we're often asked: "What kind of return should I expect from my SDR team's outbound calling efforts?" Often the reply has been "Well, it depends."

B2B needs a metric to monitor, benchmark against, and to beat. Enter the Outbound Index.

Working with QuotaFactory, we build the Index on actual, transactional CRM data. We analyzed a cohort of 40+ outbound prospectors and a small mountain of lead, activity & opportunity data.

Issue #4 contains:

  • Analysis: 2014 v. 2013
  • KPIs from Q1-2014 & Q2-2014
  • Trends & implications

If your sales team is making outbound calls, this is a must read.

Posted by Matt Bertuzzi on Tuesday, Oct 28, 2014