New research from NewVoiceMedia provides a compelling insight into a US prospect’s view of B2B sales practices, revealing that just 18% are completely satisfied with sales approaches they’ve received. And with findings uncovering that more than half of sales calls are poorly researched, the study exposes the huge disparity between a prospect’s requirements and the behaviours and techniques used by sales reps throughout the US. Check out this infographic to discover the real impact of poor prospecting. Then read more about our key findings and download our free research report for a detailed analysis and to discover the best practices of top performing sales professionals. http://www.newvoicemedia.com/en-us/the-real-cost-of-poor-prospecting/

1. 34%WOULD OPEN
EMAILS FROM
A SENDER
THEY DON’T
RECOGNIZE
51%WOULD NEVER
RETURN A CALL
AFTER AN
AUTOMATED
VOICEMAIL
THE REAL COST
OF POOR PROSPECTING
PROSPECT’S
REQUIREMENTS
TECHNIQUES USED
BY US SALES REPS
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
EXPOSEDDISPARITY
24%
OF RESPONDENTS
ARE COMPLETELY
DISSATISFIED
WITH SALES
APPROACHES
THEY’VE RECEIVED
DITCH THE
65%
29%
WHAT
DOES A
PROSPECT
REMEMBER
AFTER A
CALL?
54%FELT IN MORE THAN
HALF OF CASES,
CALLER HADN’T
RESEARCHED THEIR
BUSINESS
70%MORE LIKELY TO
PLACE AN ORDER
IF CALLER SHOWED
EVIDENCE OF 5 MINS
OF RESEARCH
64%MORE LIKELY TO
MAKE A PURCHASE
IF THE CALLER HAS
RESEARCHED
THEIR CURRENT
PROJECTS
53%WOULD BE WON OVER
BY A SALES REP WHO
HAD KNOWLEDGE
OF THEIR CAREER
HISTORY
43%ENCOURAGED TO
MAKE A PURCHASE
IF SALES REP CALLED
BACK AT SPECIFIED
TIME
N
RESEARCH
N
SALE
WHETHER THE
CALLER UNDERSTOOD
THEIR NEEDS
IF THE SALES
PERSON HAD
RESEARCHED THEIR
COMPANY
PITCH
71%IRRITATED BY A SALES
PROFESSIONAL THAT
DOESN’T LISTEN
71%SAY CALLS WITH
RELEVANT
INFORMATION MAKE
THE DIFFERENCE
87%ENCOURAGED TO
PLACE AN ORDER
IF CALLER COULD
IDENTIFY BUSINESS
NEEDS
52%FRUSTRATED BY SALES
REP THAT DOESN’T
RECALL INFORMATION
OFFERED
PREVIOUSLY
91%MORE OPEN TO A
SALES CALL IF ASKED
WHEN WOULD BE
CONVENIENT TO
DISCUSS
59%IRRITATED BY
A GENERIC
SALES PITCH
MATTERSFAMILIARITY
NewVoiceMedia powers customer connections that
transform businesses globally. The leading vendor’s award-
winning cloud customer contact platform revolutionizes the
way organizations connect with their customers worldwide,
enabling them to deliver a personalized and unique
customer service experience and drive a more effective
sales and marketing team. With a true cloud environment
and proven 99.999% platform availability, NewVoiceMedia
ensures complete flexibility, scalability and reliability.
Spanning 128 countries and six continents,
NewVoiceMedia’s 400+ customers include Topcon,
PhotoBox, MobileIron, TNT, JustGiving, Canadian Cancer
Society and Wowcher.
Research undertaken by Opinion Matters,
an independent award-winning global market
research firm. Responses were analyzed from
908 U.S. employees who take sales business calls.
For more information, please visit
newvoicemedia.com
@NEWVOICEMEDIA
54%WOULD
ANSWER A
CALL WITH A
LOCAL AREA
CODE
32%WOULD
ANSWER A
CALL FROM
A WITHHELD
NUMBER
79%WOULD HANG
UP IF THEY
HEARD ANY
AUTOMATED
MESSAGE