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Sales Prospecting Strategies: What’s Working
Thank you!
Take 4 minutes to share your prospecting strategies. We’ll share our findings in the next Coffee with Kendra webinar,
Update Your Prospecting Methods for Uncertain Times,
for ideas you can add to your approach.
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1.
Do you use the same basic prospecting process to gain access to every new contact?
(Required.)
Yes
No
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2.
On average, how many attempts do you make to reach a prospect?
(Required.)
1-3 attempts
4-6 attempts
7-11 attempts
12-15 attempts
I never give up
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3.
How frequently do you change up your message?
(Required.)
I use the same message each time
After 3-4 attempts
Every time I call
Other (please specify)
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4.
Which prospecting activities do you use consistently? (Choose all that apply)
(Required.)
Call
Email
Drop-by cold calling
Calendar invite
LinkedIn invite
LinkedIn message
Facebook message
Letter
Lumpy mail
Look for a referral
Other (please specify)
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5.
Which prospecting activity, excluding referrals, starts the most conversations for you?
(Required.)
Call
Email
LinkedIn message
Facebook message
Drop-by cold call
Letter
Lumpy mail
Calendar invite
Other (please specify)
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6.
Which sales prospecting activity, excluding referrals, gets you the most first appointments?
(Required.)
Call
Email
LinkedIn message
Facebook message
Drop-by cold call
Letter
Lumpy mail
Calendar invite
Other (please specify)
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7.
What title do you target most frequently for prospecting?
(Required.)
Business owner
C-level executive
Manager
Staff level
Consultant
Other (please specify)
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8.
What size organizations (in employees) do you target most frequently?
(Required.)
1-10
11-50
51-200
201-500
501-1,000
1,001-5,000
5,000+
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9.
After you’ve tried everything to reach a contact and you’re going to pause, what do you do with that contact? (Choose all that apply)
(Required.)
Drop the contact
Schedule a callback for a future date
Turn it over to a telemarketer
Add them to a company campaign or newsletter
Other (please specify)
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10.
What prospecting metrics do you monitor?
(Required.)
Call attempts
Connection with the right person
Emails sent
Referrals received
First appointments set
First appointments converted to sales process
None
Other (please specify)
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11.
As you look back on the new accounts you closed in 2019, excluding referrals, what percentage did you find through your sole sales prospecting activities?
(Required.)
Less than 10%
11-25%
26-50%
51-75%
76-100%
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12.
I am:
(Required.)
A salesperson
A sales leader
A sales leader with a direct sales role, too
In a marketing role
In an IT role
A business owner
Other (please specify)
