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, and 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.