This presentation presents findings of new research from NewVoiceMedia, which provide a compelling insight into a US 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

1. THE REAL COST
OF POOR PROSPECTING

2. 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

3. MORE THAN
OF SALES CALLS ARE
POORLY RESEARCHED

4. PROSPECT’S
REQUIREMENTS
TECHNIQUES USED
BY US SALES REPS
EXPOSED
DISPARITY

5. 24%
OF RESPONDENTS
ARE COMPLETELY
DISSATISFIED
WITH SALES CALLS
THEY’VE RECEIVED

6. N
RESEARCH
N
SALE54%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
SALE70%MORE LIKELY
TO PLACE AN
ORDER IF CALLER
SHOWED EVIDENCE
OF 5 MINS OF
RESEARCH

9. N
RESEARCH
N
SALE53%WOULD BE
WON OVER BY A
SALES REP WHO HAD
KNOWLEDGE OF THEIR
CAREER HISTORY

10. N
RESEARCH
N
SALE43%ENCOURAGED
TO MAKE A PURCHASE
IF SALES REP CALLED
BACK AT SPECIFIED
TIME

11. 65%
29%
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
52%FRUSTRATED BY SALES
REP THAT DOESN’T
RECALL INFORMATION
OFFERED
PREVIOUSLY

13. 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

14. DITCH THE PITCH
59%IRRITATED BY
A GENERIC
SALES PITCH
71%IRRITATED BY A SALES
PROFESSIONAL THAT
DOESN’T LISTEN

15. DITCH THE PITCH
59%IRRITATED BY
A GENERIC
SALES PITCH
71%SAY CALLS WITH
RELEVANT
INFORMATION MAKE
THE DIFFERENCE

16. DITCH THE PITCH
59%IRRITATED BY
A GENERIC
SALES PITCH
87%ENCOURAGED TO
PLACE AN ORDER
IF CALLER COULD
IDENTIFY BUSINESS
NEEDS

17. 34%WOULD OPEN
EMAILS FROM
A SENDER
THEY DON’T
RECOGNISE
MATTERSFAMILIARITY

18. 32%WOULD
ANSWER A
CALL FROM
A WITHHELD
NUMBER
MATTERSFAMILIARITY

19. 54%WOULD
ANSWER A
CALL WITH A
LOCAL AREA
CODE
MATTERSFAMILIARITY

20. MATTERSFAMILIARITY
79%WOULD HANG
UP IF THEY
HEARD ANY
AUTOMATED
MESSAGE

21. 51%WOULD NEVER
RETURN A CALL
AFTER AN
AUTOMATED
VOICEMAIL
MATTERSFAMILIARITY

22. For all the findings and to discover the best
practices of top performing sales professionals, visit
newvoicemedia.com