The document discusses the challenges and opportunities in sales development, highlighting that connecting with buyers is increasingly difficult, requiring an average of 18 dials to reach one. It emphasizes the importance of quick responses to web-generated leads, stating that responses within 5 minutes can significantly increase the likelihood of qualifying leads. Additionally, referrals are identified as a valuable resource, with prospects being more likely to engage with referred sales professionals.

1. The Power of
Proactive Prospecting17 Sales development stats

2. The average sales
development rep
makes 52 calls daily
-the bridge group
The Challenge:
Actually Getting in Touch
with Buyers is Harder than Ever

3. The Challenge:
Actually Getting in Touch
with Buyers is Harder than Ever
It takes 18 dials to connect
with a single buyer
-Topo

4. Call-back rates are
< 1%-Topo
The Challenge:
Actually Getting in Touch
with Buyers is Harder than Ever
<< 24%
of sales emails
are opened.
-Topo

5. Yet less than 25% of
companies who receive
a Web lead will respond
by phone
Only 27% of Web-
generated leads get
contacted at all
- insidesales.com
- insidesales.com
The Missed
opportunity:
RESPONDING QUICKLY TO
WEB-GENERATED LEADS

6. The Missed
opportunity:
RESPONDING QUICKLY TO
WEB-GENERATED LEADS
- Lead response management. org
- Lead response management. org
Waiting just 10 minutes
drops the likelihood of
qualifying the lead 4x
Leads responded to within
5 minutes are 100x more
likely to be qualified

7. The UNFAIR
advantage:
BEING 1ST TO REACH A BUYER
DRAMATICALLY INCREASES YOUR ODDS
- Inside sales . com
50%of buyers choose the
vendor that responds first

8. The UNFAIR
advantage:
BEING 1ST TO REACH A BUYER
DRAMATICALLY INCREASES YOUR ODDS
The first viable vendor to
reach a decision maker & set
the buying vision has an average
close ratio
-Forrester
74%

9. The UNFAIR
advantage:
BEING 1ST TO REACH A BUYER
DRAMATICALLY INCREASES YOUR ODDS
Your sales team has a
56%greater chance to attain
quota if you engage buyers
before they contact a seller
-Sales Benchmark index

10. THE INSIDE TRACK:
INTROS & REFERRALS ARE GOLD
5xhow much more likely b2b
buyers are to engage when
introduced
- linkedin
84%of B2B decision makers
start the buying
process with a referral
-Sales Benchmark Index

11. THE INSIDE TRACK:
INTROS & REFERRALS ARE GOLD
73%of executives prefer to
work with sales
professionals referred
by someone they know
- IDC

12. THE INSIDE TRACK:
INTROS & REFERRALS ARE GOLD
You are 4.2x more likely
to get an appointment
if you have a personal
connection with a buyer
-Sales Benchmark Index

13. THE INSIDE TRACK:
INTROS & REFERRALS ARE GOLD
30%Referral leads convert
30% better than leads
generated from other
marketing channels
-R&G Technologies
16%Referred customers have
a 16% higher lifetime value
-Journal of Marketing

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