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17 Stats on the Power of Proactive Prospecting

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OpenView
OpenView

As if sales development reps didn’t have their jobs cut out for them already. Response rates are dropping, sales are becoming more complex, and as a result it’s getting more and more difficult to break through to the right person. But does that mean prospecting is dead? Of course not. In fact, as the sales prospecting stats below show, smart SDRs are drawing on new skills and technology to help them develop a much-needed edge. So don’t just sit there — jump on your leads, get to them first, leverage your network for referrals and connections, and above all, stay persistent and proactive!

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The Power of Proactive Prospecting17 Sales development stats
The average sales development rep makes 52 calls daily -the bridge group The Challenge: Actually Getting in Touch with Buyers is Harder than Ever
The Challenge: Actually Getting in Touch with Buyers is Harder than Ever It takes 18 dials to connect with a single buyer -Topo
Call-back rates are < 1%-Topo The Challenge: Actually Getting in Touch with Buyers is Harder than Ever << 24% of sales emails are opened. -Topo
Yet less than 25% of companies who receive a Web lead will respond by phone Only 27% of Web- generated leads get contacted at all - insidesales.com - insidesales.com The Missed opportunity: RESPONDING QUICKLY TO WEB-GENERATED LEADS
The Missed opportunity: RESPONDING QUICKLY TO WEB-GENERATED LEADS - Lead response management. org - Lead response management. org Waiting just 10 minutes drops the likelihood of qualifying the lead 4x Leads responded to within 5 minutes are 100x more likely to be qualified
The UNFAIR advantage: BEING 1ST TO REACH A BUYER DRAMATICALLY INCREASES YOUR ODDS - Inside sales . com 50%of buyers choose the vendor that responds first
The UNFAIR advantage: BEING 1ST TO REACH A BUYER DRAMATICALLY INCREASES YOUR ODDS The first viable vendor to reach a decision maker & set the buying vision has an average close ratio -Forrester 74%
The UNFAIR advantage: BEING 1ST TO REACH A BUYER DRAMATICALLY INCREASES YOUR ODDS Your sales team has a 56%greater chance to attain quota if you engage buyers before they contact a seller -Sales Benchmark index
THE INSIDE TRACK: INTROS & REFERRALS ARE GOLD 5xhow much more likely b2b buyers are to engage when introduced - linkedin 84%of B2B decision makers start the buying process with a referral -Sales Benchmark Index
THE INSIDE TRACK: INTROS & REFERRALS ARE GOLD 73%of executives prefer to work with sales professionals referred by someone they know - IDC
THE INSIDE TRACK: INTROS & REFERRALS ARE GOLD You are 4.2x more likely to get an appointment if you have a personal connection with a buyer -Sales Benchmark Index
THE INSIDE TRACK: INTROS & REFERRALS ARE GOLD 30%Referral leads convert 30% better than leads generated from other marketing channels -R&G Technologies 16%Referred customers have a 16% higher lifetime value -Journal of Marketing
Openview labs Sales Marketing Hr & Recruiting market research and more find more content on: www.labs.openviewpartners.com

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17 Stats on the Power of Proactive Prospecting

  • 1. The Power of Proactive Prospecting17 Sales development stats
  • 2. The average sales development rep makes 52 calls daily -the bridge group The Challenge: Actually Getting in Touch with Buyers is Harder than Ever
  • 3. The Challenge: Actually Getting in Touch with Buyers is Harder than Ever It takes 18 dials to connect with a single buyer -Topo
  • 4. Call-back rates are < 1%-Topo The Challenge: Actually Getting in Touch with Buyers is Harder than Ever << 24% of sales emails are opened. -Topo
  • 5. Yet less than 25% of companies who receive a Web lead will respond by phone Only 27% of Web- generated leads get contacted at all - insidesales.com - insidesales.com The Missed opportunity: RESPONDING QUICKLY TO WEB-GENERATED LEADS
  • 6. The Missed opportunity: RESPONDING QUICKLY TO WEB-GENERATED LEADS - Lead response management. org - Lead response management. org Waiting just 10 minutes drops the likelihood of qualifying the lead 4x Leads responded to within 5 minutes are 100x more likely to be qualified
  • 7. The UNFAIR advantage: BEING 1ST TO REACH A BUYER DRAMATICALLY INCREASES YOUR ODDS - Inside sales . com 50%of buyers choose the vendor that responds first
  • 8. The UNFAIR advantage: BEING 1ST TO REACH A BUYER DRAMATICALLY INCREASES YOUR ODDS The first viable vendor to reach a decision maker & set the buying vision has an average close ratio -Forrester 74%
  • 9. The UNFAIR advantage: BEING 1ST TO REACH A BUYER DRAMATICALLY INCREASES YOUR ODDS Your sales team has a 56%greater chance to attain quota if you engage buyers before they contact a seller -Sales Benchmark index
  • 10. THE INSIDE TRACK: INTROS & REFERRALS ARE GOLD 5xhow much more likely b2b buyers are to engage when introduced - linkedin 84%of B2B decision makers start the buying process with a referral -Sales Benchmark Index
  • 11. THE INSIDE TRACK: INTROS & REFERRALS ARE GOLD 73%of executives prefer to work with sales professionals referred by someone they know - IDC
  • 12. THE INSIDE TRACK: INTROS & REFERRALS ARE GOLD You are 4.2x more likely to get an appointment if you have a personal connection with a buyer -Sales Benchmark Index
  • 13. THE INSIDE TRACK: INTROS & REFERRALS ARE GOLD 30%Referral leads convert 30% better than leads generated from other marketing channels -R&G Technologies 16%Referred customers have a 16% higher lifetime value -Journal of Marketing
  • 14. Openview labs Sales Marketing Hr & Recruiting market research and more find more content on: www.labs.openviewpartners.com