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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

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The Real Cost of Poor Prospecting - New Research from NewVoiceMedia (US)