Do you know how much a B2B prospect costs you before entering the meeting room ?

1. the aftermath
of cold calling

2. first, buy and filter a
prospecting list

3. then call the main
contact or desk
Ouch ! 40% of wrong numbers, bankrupt
companies and deceased people...
* Source: Sales institute study http://goo.gl/K6v1z

4. identify the right contact
for your product/service
With direct phone and email. Be creative and persistent.

5. do your research on your
target
The average sales rep spend 1.5 hour/day doing his
research on prospects (LinkedIn, Twitter, News clips)*
* Source: http://www.bridgegroupinc.com/inside_sales_metrics.html

6. call, call, call until you
reach your target
It takes 8.4 calls to reach a prospect (on average) *
18% of sales heroes make 100+ calls a day *
* Source: http://www.salesshift.ca/fast-facts-scary-stats/

7. arrange an appointment
89% of prospects reject the meeting proposal *
80% of decision makers do NOT accept meetings
without referrals *
* Sources: Study bu the Kenan Flager Business School and http://goo.gl/BwCLY

8. do the maths
Browse, filter & arrange your
1h
prospecting list
Call office desks for 20 targets 1.5h
Research your targets (12 good contacts) 2.5h
Call your target until he accepts to talk
3h
(105 attempts)
Arrange ONE SINGLE appointment ok
to fix one single
8 ho urs appointment with a
qualified prospect

9. do the maths
With an average salary of a sales rep at $100k *
This brings the cost of your LEAD to 560$
* Sources: Inside and outside sales survey http://goo.gl/BwCLY

10. cherish your clients
sell better, sell more
Making friends
is our business