Lexia Learning Director, Demand Generation & ABM | Formerly Addigy, Qualia, Progress • 2y
Every organization is different, and I always start with looking at both historical data and benchmarks. Generally, the lower the average deal size, the higher the percentage of inbound leads should be. For example, if your ADS is low (let's say $5000 or under), it's not very efficient to have both SDRs and AEs spending time researching contacts and cold prospecting, especially since cold prospecting converts at low rates. In terms of time spent to get a deal, a large % of the deal size will be ...Read More
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