THE REAL COST OF POOR PROSPECTING

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

MORE THAN

OF SALES CALLS ARE POORLY RESEARCHED

PROSPECT’S

REQUIREMENTS

TECHNIQUES USED

BY UK SALES REPS

EXPOSED

DISPARITY

11%OF RESPONDENTS

ARE COMPLETELY

DISSATISFIED

WITH SALES CALLS

THEY’VE RECEIVED

N RESEARCH

N SALE60%

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 SALE86%

MORE LIKELY TO PLACE AN

ORDER IF CALLER SHOWED EVIDENCE

OF 5 MINS OF RESEARCH

N RESEARCH

N SALE50%

WOULD BE WON OVER BY A

SALES REP WHO HAD KNOWLEDGE OF THEIR

CAREER HISTORY

N RESEARCH

N SALE42%

ENCOURAGED TO MAKE A PURCHASE IF SALES REP CALLED BACK AT SPECIFIED

TIME

57%28%

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

50%FRUSTRATED BY SALES

REP THAT DOESN’T RECALL INFORMATION

OFFERED PREVIOUSLY

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

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

DITCH THE PITCH

59%IRRITATED BY A GENERIC

SALES PITCH

67%IRRITATED BY A SALES PROFESSIONAL THAT

DOESN’T LISTEN

DITCH THE PITCH

59%IRRITATED BY A GENERIC

SALES PITCH

68%SAY CALLS WITH

RELEVANT INFORMATION MAKE

THE DIFFERENCE

DITCH THE PITCH

59%IRRITATED BY A GENERIC

SALES PITCH

86%ENCOURAGED TO PLACE AN ORDER IF CALLER COULD

IDENTIFY BUSINESS NEEDS

41%WOULD OPEN EMAILS FROM

A SENDER THEY DON’T RECOGNISE

MATTERSFAMILIARITY

39%WOULD

ANSWER A CALL FROM A WITHHELD

NUMBER

MATTERSFAMILIARITY

65%WOULD

ANSWER A CALL WITH A LOCAL AREA

CODE

MATTERSFAMILIARITY

MATTERSFAMILIARITY

77%WOULD HANG

UP IF THEY HEARD ANY AUTOMATED

MESSAGE

52%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