Outbound Index - Issue #2
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 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 AG Salesworks, we build the Index on actual, transactional CRM data. We analyzed a cohort of 30+ outbound prospectors and a small mountain of lead, activity & opportunity data.
Issue #2 contains:
- Analysis: 2013 v. 2012
- KPIs from last quarter (Q2-2013)
- Trends & implications
If your sales team is making outbound calls, this is a must read.