the real cost of poor prospecting - new research from newvoicemedia (us)
TRANSCRIPT
![Page 1: The Real Cost of Poor Prospecting - New Research from NewVoiceMedia (US)](https://reader037.vdocuments.net/reader037/viewer/2022110318/55d614f6bb61ebab4e8b45c4/html5/thumbnails/1.jpg)
THE REAL COST OF POOR PROSPECTING
![Page 2: The Real Cost of Poor Prospecting - New Research from NewVoiceMedia (US)](https://reader037.vdocuments.net/reader037/viewer/2022110318/55d614f6bb61ebab4e8b45c4/html5/thumbnails/2.jpg)
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
![Page 3: The Real Cost of Poor Prospecting - New Research from NewVoiceMedia (US)](https://reader037.vdocuments.net/reader037/viewer/2022110318/55d614f6bb61ebab4e8b45c4/html5/thumbnails/3.jpg)
MORE THAN
OF SALES CALLS ARE POORLY RESEARCHED
![Page 4: The Real Cost of Poor Prospecting - New Research from NewVoiceMedia (US)](https://reader037.vdocuments.net/reader037/viewer/2022110318/55d614f6bb61ebab4e8b45c4/html5/thumbnails/4.jpg)
PROSPECT’S
REQUIREMENTS
TECHNIQUES USED
BY US SALES REPS
EXPOSED
DISPARITY
![Page 5: The Real Cost of Poor Prospecting - New Research from NewVoiceMedia (US)](https://reader037.vdocuments.net/reader037/viewer/2022110318/55d614f6bb61ebab4e8b45c4/html5/thumbnails/5.jpg)
24%OF RESPONDENTS
ARE COMPLETELY
DISSATISFIED
WITH SALES CALLS
THEY’VE RECEIVED
![Page 6: The Real Cost of Poor Prospecting - New Research from NewVoiceMedia (US)](https://reader037.vdocuments.net/reader037/viewer/2022110318/55d614f6bb61ebab4e8b45c4/html5/thumbnails/6.jpg)
N RESEARCH
N SALE54%
FELT IN MORE THAN HALF OF CASES, CALLER HADN’T
RESEARCHED THEIR BUSINESS
![Page 7: The Real Cost of Poor Prospecting - New Research from NewVoiceMedia (US)](https://reader037.vdocuments.net/reader037/viewer/2022110318/55d614f6bb61ebab4e8b45c4/html5/thumbnails/7.jpg)
N RESEARCH
N SALE
64%MORE LIKELY TO
MAKE A PURCHASE IF THE CALLER HAS
RESEARCHED THEIR CURRENT
PROJECTS
![Page 8: The Real Cost of Poor Prospecting - New Research from NewVoiceMedia (US)](https://reader037.vdocuments.net/reader037/viewer/2022110318/55d614f6bb61ebab4e8b45c4/html5/thumbnails/8.jpg)
N RESEARCH
N SALE70%
MORE LIKELY TO PLACE AN
ORDER IF CALLER SHOWED EVIDENCE
OF 5 MINS OF RESEARCH
![Page 9: The Real Cost of Poor Prospecting - New Research from NewVoiceMedia (US)](https://reader037.vdocuments.net/reader037/viewer/2022110318/55d614f6bb61ebab4e8b45c4/html5/thumbnails/9.jpg)
N RESEARCH
N SALE53%
WOULD BE WON OVER BY A
SALES REP WHO HAD KNOWLEDGE OF THEIR
CAREER HISTORY
![Page 10: The Real Cost of Poor Prospecting - New Research from NewVoiceMedia (US)](https://reader037.vdocuments.net/reader037/viewer/2022110318/55d614f6bb61ebab4e8b45c4/html5/thumbnails/10.jpg)
N RESEARCH
N SALE43%
ENCOURAGED TO MAKE A PURCHASE IF SALES REP CALLED BACK AT SPECIFIED
TIME
![Page 11: The Real Cost of Poor Prospecting - New Research from NewVoiceMedia (US)](https://reader037.vdocuments.net/reader037/viewer/2022110318/55d614f6bb61ebab4e8b45c4/html5/thumbnails/11.jpg)
65%29%
WHAT DOES A
PROSPECT REMEMBER
AFTER A CALL?
WHETHER THE CALLER UNDERSTOOD
THEIR NEEDS
IF THE SALES PERSON HAD
RESEARCHED THEIR COMPANY
![Page 12: The Real Cost of Poor Prospecting - New Research from NewVoiceMedia (US)](https://reader037.vdocuments.net/reader037/viewer/2022110318/55d614f6bb61ebab4e8b45c4/html5/thumbnails/12.jpg)
DITCH THE PITCH
59%IRRITATED BY A GENERIC
SALES PITCH
52%FRUSTRATED BY SALES
REP THAT DOESN’T RECALL INFORMATION
OFFERED PREVIOUSLY
![Page 13: The Real Cost of Poor Prospecting - New Research from NewVoiceMedia (US)](https://reader037.vdocuments.net/reader037/viewer/2022110318/55d614f6bb61ebab4e8b45c4/html5/thumbnails/13.jpg)
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
![Page 14: The Real Cost of Poor Prospecting - New Research from NewVoiceMedia (US)](https://reader037.vdocuments.net/reader037/viewer/2022110318/55d614f6bb61ebab4e8b45c4/html5/thumbnails/14.jpg)
DITCH THE PITCH
59%IRRITATED BY A GENERIC
SALES PITCH
71%IRRITATED BY A SALES PROFESSIONAL THAT
DOESN’T LISTEN
![Page 15: The Real Cost of Poor Prospecting - New Research from NewVoiceMedia (US)](https://reader037.vdocuments.net/reader037/viewer/2022110318/55d614f6bb61ebab4e8b45c4/html5/thumbnails/15.jpg)
DITCH THE PITCH
59%IRRITATED BY A GENERIC
SALES PITCH
71%SAY CALLS WITH
RELEVANT INFORMATION MAKE
THE DIFFERENCE
![Page 16: The Real Cost of Poor Prospecting - New Research from NewVoiceMedia (US)](https://reader037.vdocuments.net/reader037/viewer/2022110318/55d614f6bb61ebab4e8b45c4/html5/thumbnails/16.jpg)
DITCH THE PITCH
59%IRRITATED BY A GENERIC
SALES PITCH
87%ENCOURAGED TO PLACE AN ORDER IF CALLER COULD
IDENTIFY BUSINESS NEEDS
![Page 17: The Real Cost of Poor Prospecting - New Research from NewVoiceMedia (US)](https://reader037.vdocuments.net/reader037/viewer/2022110318/55d614f6bb61ebab4e8b45c4/html5/thumbnails/17.jpg)
34%WOULD OPEN EMAILS FROM
A SENDER THEY DON’T RECOGNISE
MATTERSFAMILIARITY
![Page 18: The Real Cost of Poor Prospecting - New Research from NewVoiceMedia (US)](https://reader037.vdocuments.net/reader037/viewer/2022110318/55d614f6bb61ebab4e8b45c4/html5/thumbnails/18.jpg)
32%WOULD
ANSWER A CALL FROM A WITHHELD
NUMBER
MATTERSFAMILIARITY
![Page 19: The Real Cost of Poor Prospecting - New Research from NewVoiceMedia (US)](https://reader037.vdocuments.net/reader037/viewer/2022110318/55d614f6bb61ebab4e8b45c4/html5/thumbnails/19.jpg)
54%WOULD
ANSWER A CALL WITH A LOCAL AREA
CODE
MATTERSFAMILIARITY
![Page 20: The Real Cost of Poor Prospecting - New Research from NewVoiceMedia (US)](https://reader037.vdocuments.net/reader037/viewer/2022110318/55d614f6bb61ebab4e8b45c4/html5/thumbnails/20.jpg)
MATTERSFAMILIARITY
79%WOULD HANG
UP IF THEY HEARD ANY AUTOMATED
MESSAGE
![Page 21: The Real Cost of Poor Prospecting - New Research from NewVoiceMedia (US)](https://reader037.vdocuments.net/reader037/viewer/2022110318/55d614f6bb61ebab4e8b45c4/html5/thumbnails/21.jpg)
51%WOULD NEVER RETURN A CALL
AFTER AN AUTOMATED VOICEMAIL
MATTERSFAMILIARITY
![Page 22: The Real Cost of Poor Prospecting - New Research from NewVoiceMedia (US)](https://reader037.vdocuments.net/reader037/viewer/2022110318/55d614f6bb61ebab4e8b45c4/html5/thumbnails/22.jpg)
For all the findings and to discover the best practices of top performing sales professionals, visit
newvoicemedia.com