The Science of B2B Sales:Biz-Dev Stats & Formulas that Deliver

More Good Leads

How many average dials does it take to make a completed call?

How many times does a prospect have to see your marketing message before she acts?

What % of an email’s success is determined by your list?

POP QUIZ!

● Business development is part art, part science

● Learning B2B “math” can make the difference between a successful approach to lead generation and a mediocre one.

● More knowledge = more leads, more appointments, and more sales.

FACTS

Cold Calling

STATS

COLD CALLING STATS

SUCCESS RATE● 3-7 dial attempts = 1 completed call● 8-10 completed calls = 1 appointment

TIME MANAGEMENT ● Expect 2-4 completed calls per hour

VOICEMAIL● 75-80% of calls go to voicemail; only

10% of voice mails are returned

KEY TAKEAWAYS

SUCCESS RATE● Successful cold calling requires persistence● Most cold calls don’t generate

appointments

TIME MANAGEMENT● Set aside time, manage expectations● Minimize pre-call research, maximize

phone time

VOICEMAIL● Be prepared to talk to nobody● Most sales reps leave bad voicemails

THE BOOMERANG MESSAGE

"Hi PROSPECT’S FIRST NAME. This is YOUR NAME. I'm calling regarding

COMPETITOR COMPANY WHO IS YOUR CLIENT. Please get back to me at

PHONE NUMBER. Again, this is YOUR NAME at PHONE NUMBER. I look forward to speaking with you."

With the BWise Activity Manager, you can create call queues, log voicemails, schedule follow-ups, and record completed activities.

BWise User Tip

Email Marketing

STATS

EMAIL PROSPECTING STATS

SUCCESS RATE● 3 unconscious exposures to a marketing

message = 1 conscious exposure● 7 conscious exposures = 1 action

BENCHMARKS● Average open rate = ~8-10%● Average click-to-open rate = ~1-2%

ROI● For every $1 spent on email marketing, the

return on investment is $44.25

KEY TAKEAWAYS

SUCCESS RATE● Successful email marketing requires

persistence● Not all exposures are conscious

BENCHMARKS● Inboxes are cluttered—not all emails get

noticed, opened, or read

ROI● Done right, email marketing can be well

worth the investment

AWARENESS

● Offer free knowledge● Solve a problem● Take a quiz / survey

THE EMAIL IRRIGATION SYSTEM

CONSIDERATION

● Share case studies● Highlight testimonials● Product webinar

DECISION

● In-person demo● Free trial● Buy now!

With the BWise Drip Marketing, you can email your target contacts up to 12 times per year, and view detailed open and click reports.

BWise User Tip

3 Formulas for Biz-Dev Success

FORMULAS

THE 40-40-20 RULE of LEAD-GEN

LIST (40%)

If you don’t target the right people, your results will always be mediocre.

OFFER (40%)

When you offer value to your prospect, you give

them a reason to act. Otherwise, they won’t.

EVERYTHING ELSE (20%)What you say and how you say it is important,

but not as important as who you target and what you offer.

THE 70/30 RULE of PROSPECT INTERACTION

70% = LISTEN

● Successful sales isn’t about your product…● ...it’s about your prospect’s problems and priorities● Get your prospect talking, then listen to what they say

30% = TALK

● Be direct● Ask questions● Focus on your prospect

THE 80:20 RULE of EMAIL MARKETING

...are responsible for 80% of your success20% of your emails

(Focus on what works. Reuse your best stuff. Don’t be discouraged. Use your failures to get better.)

With the BWise Drip Marketing, you can perform A/B “split” tests to find out what works, and to improve your success rate.

BWise User Tip

INSIDERS

© Business Wise Inc. 2016

CHARLOTTE2101 Rexford Rd.

Suite 132ECharlotte, NC 28211

T. 704.554.4112

ATLANTA6190 Powers Ferry Rd.

Suite 190Atlanta, GA 30339

T. 770.956.1955

DALLAS15851 Dallas Pkwy.

Suite 404Addison, TX 75001

T. 214.306.0605