If your “conversion from marketing qualified lead to customer” is low, or the “lead volume” isn’t enough to hit your goals, then the number of SDR attempts to connect with the prospect automatically go up. 2016 industry benchmark was 8.2 attempts, do more than that.
Who am I writing for? People who’re responsible for orchestrating Sales or Marketing processes in B2B SaaS startups. The “sales pipeline” often starts at the opportunity stage, after an SDR has spoken to the lead and confirmed that they are in the market right now, they have the budget to buy, and the size &