Did you know that the vast majority of leads organizations generate are ignored or never contacted? Really, it's true. We have proof! But before you show up with a pitchfork just know one thing - it's not necessarily because of a problem with your salespeople.
There are a lot of technical factors that go into a high-performing sales team. Lucky for you we've got some research to help guide you on where to make the changes that impact your success. After studying 25,000,000 leads, our researchers share their conclusions on:
Alhassan Ohiomah, Msc., is a PhD student in Electronic Business at the University of Ottawa. His research interests lie in applying analytics and information systems methods to improve organizational performance, with an emphasis on inside sales performance. Alhassan is under the supervision of Dr. Morad Benyoucef and Dr. Pavel Andreev of the Telfer School of Management, University of Ottawa. His research is funded jointly by Mitacs Canada and VanillaSoft Inc.
Dr. Joël Le Bon is the most awarded Sales Professor in the world. He teaches at the University of Houston Bauer College of Business and serves as the Chief Academic Research & Higher Education Representative for the American Association of Inside Sales Professionals (AA-ISP). Before entering academia Joël was a Strategic Account Manager for Xerox Corporation, and held numerous Sales management roles in the media industry.
David Hood, CEO of VanillaSoft, is a successful software entrepreneur with extensive international experience in finance, business development, sales, and marketing. Under his leadership VanillaSoft has grown over the past decade from a small start-up to a leader in the inside sales and CRM space focusing on lead management and cadence automation.
Darryl Praill, CMO of Agorapulse, is a high-tech marketing executive with over 25 years experience spanning startups, re-starts, consolidations, acquisitions, and divestments. He has been widely quoted in the media including television, press, and trade publications. He is a guest lecturer, public speaker, and radio personality and has been featured in numerous podcasts, case studies, and best-selling books.