The Real Cost of Poor Prospecting - New Research from NewVoiceMedia (UK)
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This presentation presents findings of new research from NewVoiceMedia, which provide a compelling insight into a UK prospect's view of B2B sales practices. For all the findings and to discover the best practices of top performing sales professionals, visit www.newvoicemedia.com
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The Real Cost of Poor Prospecting - New Research from NewVoiceMedia (UK)
- 1. THE REAL COST OF POOR PROSPECTING
- 2. JUST 10%ARE COMPLETELY SATISFIED WITH SALES APPROACHES THEY’VE RECEIVED PROVIDES AN INSIGHT INTO A PROSPECT’S VIEW OF B2B SALES PRACTICES... NEW RESEARCH FROM
- 3. MORE THAN OF SALES CALLS ARE POORLY RESEARCHED
- 4. PROSPECT’S REQUIREMENTS TECHNIQUES USED BY UK SALES REPS EXPOSED DISPARITY
- 5. 11% OF RESPONDENTS ARE COMPLETELY DISSATISFIED WITH SALES CALLS THEY’VE RECEIVED
- 6. N RESEARCH N SALE60%FELT IN MORE THAN HALF OF CASES, CALLER HADN’T RESEARCHED THEIR BUSINESS
- 7. N RESEARCH N SALE 64%MORE LIKELY TO MAKE A PURCHASE IF THE CALLER HAS RESEARCHED THEIR CURRENT PROJECTS
- 8. N RESEARCH N SALE86%MORE LIKELY TO PLACE AN ORDER IF CALLER SHOWED EVIDENCE OF 5 MINS OF RESEARCH
- 9. N RESEARCH N SALE50%WOULD BE WON OVER BY A SALES REP WHO HAD KNOWLEDGE OF THEIR CAREER HISTORY
- 10. N RESEARCH N SALE42%ENCOURAGED TO MAKE A PURCHASE IF SALES REP CALLED BACK AT SPECIFIED TIME
- 11. 57% 28% WHAT DOES A PROSPECT REMEMBER AFTER A CALL? WHETHER THE CALLER UNDERSTOOD THEIR NEEDS IF THE SALES PERSON HAD RESEARCHED THEIR COMPANY
- 12. DITCH THE PITCH 59%IRRITATED BY A GENERIC SALES PITCH 50%FRUSTRATED BY SALES REP THAT DOESN’T RECALL INFORMATION OFFERED PREVIOUSLY
- 13. DITCH THE PITCH 59%IRRITATED BY A GENERIC SALES PITCH 88%MORE OPEN TO A SALES CALL IF ASKED WHEN WOULD BE CONVENIENT TO DISCUSS
- 14. DITCH THE PITCH 59%IRRITATED BY A GENERIC SALES PITCH 81%OF CUSTOMERS PREFER TO BE EMAILED INITIALLY, BUT ONLY 36%OF SALES COMMUNICATIONS ARE DELIVERED THIS WAY
- 15. DITCH THE PITCH 59%IRRITATED BY A GENERIC SALES PITCH 67%IRRITATED BY A SALES PROFESSIONAL THAT DOESN’T LISTEN
- 16. DITCH THE PITCH 59%IRRITATED BY A GENERIC SALES PITCH 68%SAY CALLS WITH RELEVANT INFORMATION MAKE THE DIFFERENCE
- 17. DITCH THE PITCH 59%IRRITATED BY A GENERIC SALES PITCH 86%ENCOURAGED TO PLACE AN ORDER IF CALLER COULD IDENTIFY BUSINESS NEEDS
- 18. 41%WOULD OPEN EMAILS FROM A SENDER THEY DON’T RECOGNISE MATTERSFAMILIARITY
- 19. 39%WOULD ANSWER A CALL FROM A WITHHELD NUMBER MATTERSFAMILIARITY
- 20. 65%WOULD ANSWER A CALL WITH A LOCAL AREA CODE MATTERSFAMILIARITY
- 21. MATTERSFAMILIARITY 77%WOULD HANG UP IF THEY HEARD ANY AUTOMATED MESSAGE
- 22. 52%WOULD NEVER RETURN A CALL AFTER AN AUTOMATED VOICEMAIL MATTERSFAMILIARITY
- 23. For all the findings and to discover the best practices of top performing sales professionals, visit newvoicemedia.com