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VIDEO 15 28 Surprising Stats About Prospecting in 2020 [https://blog…
VIDEO 15
28 Surprising Stats About Prospecting in 2020
[
https://blog.hubspot.com/sales/prospecting-stats
]
Summary
When do buyers want to hear from salespeople?
Buyers want to hear from reps in the first stage: when they’re looking for opportunities to improve their business (71%) or trying to solve a problem (62%).
How should you reach
out to prospects?
Eight in 10 prospects prefer talking to reps over email, which matches up with the percentage of reps (78%) who use it.
Half of buyers like speaking over phone, compared to 70% of reps. And that percentage increases the higher up the ladder you go; if you’re working with a VP or member of the C-suite, try giving them a call.
What makes a
prospect talk to you?
if they have a need for your product or service (75%)
if they have the budget (64%)
offering something of value (63%)
primary research data related to their industry (69%)
descriptions of the provider’s capabilities (67%)
content 100% customized to our specific situation (67%)
Reaching out to a C-level prospect? Bring your business case (75%)
Buyers want to talk to sellers and they want to talk to them early
reach out to them
They are open to new ideas
Tailor your message to their problem
Lead with content that captures buyer attention
research data relevant to their business
knowledge of products or services to solve business problems
descriptions of the provider's capabilities
best practice methodology based on the provider's area of expertise
content 100% customized to their specific situation
Customized Emails
Most buyers prefer to be contacted by email
Bulk email is ineffective - customize to company and industry
Cold Calling
buyers accept cold calls
good for existing customers
senior management prefer calls over email
Cold Meeting Value
make them insight-orientated
focus on value you can deliver
collaborate
educate
insight into industry or market