The Real Cost of Poor Prospecting - New Research from NewVoiceMedia (US)
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Transcript of The Real Cost of Poor Prospecting - New Research from NewVoiceMedia (US)
THE REAL COST OF POOR PROSPECTING
JUST
18%ARE COMPLETELY
SATISFIED WITH SALES
APPROACHES THEY’VE
RECEIVED
PROVIDES AN INSIGHT INTO A PROSPECT’S VIEW OF B2B
SALES PRACTICES...
NEW RESEARCH FROM
MORE THAN
OF SALES CALLS ARE POORLY RESEARCHED
PROSPECT’S
REQUIREMENTS
TECHNIQUES USED
BY US SALES REPS
EXPOSED
DISPARITY
24%OF RESPONDENTS
ARE COMPLETELY
DISSATISFIED
WITH SALES CALLS
THEY’VE RECEIVED
N RESEARCH
N SALE54%
FELT IN MORE THAN HALF OF CASES, CALLER HADN’T
RESEARCHED THEIR BUSINESS
N RESEARCH
N SALE
64%MORE LIKELY TO
MAKE A PURCHASE IF THE CALLER HAS
RESEARCHED THEIR CURRENT
PROJECTS
N RESEARCH
N SALE70%
MORE LIKELY TO PLACE AN
ORDER IF CALLER SHOWED EVIDENCE
OF 5 MINS OF RESEARCH
N RESEARCH
N SALE53%
WOULD BE WON OVER BY A
SALES REP WHO HAD KNOWLEDGE OF THEIR
CAREER HISTORY
N RESEARCH
N SALE43%
ENCOURAGED TO MAKE A PURCHASE IF SALES REP CALLED BACK AT SPECIFIED
TIME
65%29%
WHAT DOES A
PROSPECT REMEMBER
AFTER A CALL?
WHETHER THE CALLER UNDERSTOOD
THEIR NEEDS
IF THE SALES PERSON HAD
RESEARCHED THEIR COMPANY
DITCH THE PITCH
59%IRRITATED BY A GENERIC
SALES PITCH
52%FRUSTRATED BY SALES
REP THAT DOESN’T RECALL INFORMATION
OFFERED PREVIOUSLY
DITCH THE PITCH
59%IRRITATED BY A GENERIC
SALES PITCH
91%MORE OPEN TO A
SALES CALL IF ASKED WHEN WOULD BE CONVENIENT TO
DISCUSS
DITCH THE PITCH
59%IRRITATED BY A GENERIC
SALES PITCH
71%IRRITATED BY A SALES PROFESSIONAL THAT
DOESN’T LISTEN
DITCH THE PITCH
59%IRRITATED BY A GENERIC
SALES PITCH
71%SAY CALLS WITH
RELEVANT INFORMATION MAKE
THE DIFFERENCE
DITCH THE PITCH
59%IRRITATED BY A GENERIC
SALES PITCH
87%ENCOURAGED TO PLACE AN ORDER IF CALLER COULD
IDENTIFY BUSINESS NEEDS
34%WOULD OPEN EMAILS FROM
A SENDER THEY DON’T RECOGNISE
MATTERSFAMILIARITY
32%WOULD
ANSWER A CALL FROM A WITHHELD
NUMBER
MATTERSFAMILIARITY
54%WOULD
ANSWER A CALL WITH A LOCAL AREA
CODE
MATTERSFAMILIARITY
MATTERSFAMILIARITY
79%WOULD HANG
UP IF THEY HEARD ANY AUTOMATED
MESSAGE
51%WOULD NEVER RETURN A CALL
AFTER AN AUTOMATED VOICEMAIL
MATTERSFAMILIARITY
For all the findings and to discover the best practices of top performing sales professionals, visit
newvoicemedia.com