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No one really likes to prospect. Yet, everyone knows it is necessary to succeed in sales. ValueSelling Associates and Selling Power conducted a survey to uncover the challenges of filling the revenue pipeline, specifically how sales professionals prospect and set up initial meetings.
Key study findings include:
The inability to reach the prospective buyer in the initial meeting
More than five touch points is required to secure an initial meeting
Most organizations do not provide enough training on outbound prospecting
“Successful prospecting requires persistence, overcoming the fear of cold calling, targeting efforts to the person with power and leveraging a multi-channel approach.”
Julie Thomas CEO and President of ValueSelling Associates.
