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Sales Models, Metrics, and Motions Blog

SDR, AE, and CSM analysis

Sales Models, Metrics, and Motions Blog

Inside Sales Experts Blog


Outbound Prospecting Benchmarks for 2015

Posted by Matt Bertuzzi on Wed, Oct 29, 2014

For every 1000 accounts prospected in a given quarter, how many opportunities should an SDR group generate?

That question can mean only one thing, it's time for the latest release of the Outbound Index.

For those unfamiliar, the Index is a collaboration between Pete Gracey, CEO of QuotaFactory, and I into the metrics of outbound prospecting. With each release, we provide an 'outbound snapshot' powered by actual, transactional CRM data.

In other words, we don’t ask ‘Hey, how’s the prospecting going?,’ we dig into the data and find out the truth.

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Topics: cold calling, metrics

Outbound Prospecting: by the numbers [New research]

Posted by Matt Bertuzzi on Thu, Apr 04, 2013

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Topics: cold calling, inside sales strategy, metrics

Quick Thought for a Short Week [the Jobs book]

Posted by Matt Bertuzzi on Mon, Nov 21, 2011

"There's something happening here." That was the thought that went through my head when I learned that three folks I respect tremendously (Paul Roetzer, David Meerman Scott & Mitch Joel) are all reading the same book:

Steve Jobs by Walter Isaacson.

My second thought was back to a piece of advice from Trish’s new ebook Sales Onboarding: the express route from hire-to-revenue.

So heading over to Amazon, I was blown away to see the Jobs book at #2 in the Top 100 Books (not just business booksall books).

I’d argue that if your perfect buyer cares deeply about:

  • Products
  • Marketing
  • Innovation
  • Entrepreneurship
  • Leadership
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Topics: cold calling, inside sales tips, inside sales strategy

It’s the ‘Cold’ that’s Dead – Not the ‘Calling’

Posted by Trish Bertuzzi on Thu, Feb 10, 2011

Not a day goes by that I don’t see numerous bloggers, tweeters, etc. arguing passionately that cold calling is dead.

The problem is that people are confusing cold calling with outbound calling. Picking up the phone still works as part of a Sales & Marketing approach that integrates inbound marketing, social media, great content, lead nurturing, etc.

The part that has fallen by the wayside is the “cold” not the “calling.”

InsideView recently shared Why Cold Calling is the Bottom of the Barrel, here’s an excerpt:

Some of the best businesses in the world were built from cold calling and that was because they found a way to exploit a technology (phones) using a team of people to saturate a market of people that loved to talk to other people. That hasn’t changed a whole lot in the past few years other than the fact that the phone is no longer the best technology to use because decision makers have less time.

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Topics: cold calling, lead generation

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