Published by/Authors: Velocify
Length: 11 Pages
Finally someone has research that is original and doesn’t keep quoting old information and made up stats. Key findings:
- They show questionable stats from the National Sales Executive Association
- “The one constant is that most sales teams completely neglect a large number of leads and usually give up too soon.”
- 46% of leads receive between one and four calls.
- Velocify says the optimal number of calls to a prospect is between 5-7.
- “…The number of conversations salespeople should or shouldn’t have prior to closing a sales should be inconsequential.”
- When to stop calling they say is more relevant and useful.
- Chances of closing a sale are better the sooner a salesperson is able to make contact
- The more attempts it takes to make first contact the less likely a lead is to close.
- Stopping after only one or two failed call attempts leave a lot of money on the table.
- 95% of all leads that eventually convert are first contacted in six or fewer call attempts.
There is a lot more to the study and it is worth reading and thinking about. Velocity has always been a great source for research to guide sales management.
The authors remind us to question stats that are repeated without coming from a credible research source.
- C-Level in General
- VP Marketing
- Director of Marketing
- Marketing Operations
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