Finding new business is one of - if not the - most important part of the sales cycle.
No leads means no sales; and no sales means no revenue.
But what does prospecting look like in sales organizations? And more importantly, what does good prospecting look like?
We partnered with LeadIQ to find out whether sales teams who are good prospectors share any features that others can learn from.
Download the report below and get a peek behind the curtains of sales organizations across the world. 👇
In case you need more convincing, here’s a few of our key findings:
- The sales teams which are best at prioritizing the right accounts use segmentation more than those who don’t.
- Moving accounts between reps appears to be positively correlated with good collaboration between SDRs and AEs.
- Larger, higher-earning revenue organizations have a higher SDR:AE ratio than smaller ones, though this doesn’t mean that a higher ratio is more effective.
- Lower-revenue organizations are more likely to use personal triggers like job changes and promotions, whereas high-revenue organizations key in on company news.
For a full summary and an insight into all of the data, download the full report today. 👇