The Science of B2B Sales: Biz-Dev Stats & Formulas that Deliver More Good Leads
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The Science of B2B Sales:Biz-Dev Stats & Formulas that Deliver
More Good Leads
How many average dials does it take to make a completed call?
How many times does a prospect have to see your marketing message before she acts?
What % of an email’s success is determined by your list?
POP QUIZ!
● Business development is part art, part science
● Learning B2B “math” can make the difference between a successful approach to lead generation and a mediocre one.
● More knowledge = more leads, more appointments, and more sales.
FACTS
Cold Calling
STATS
COLD CALLING STATS
SUCCESS RATE● 3-7 dial attempts = 1 completed call● 8-10 completed calls = 1 appointment
TIME MANAGEMENT ● Expect 2-4 completed calls per hour
VOICEMAIL● 75-80% of calls go to voicemail; only
10% of voice mails are returned
KEY TAKEAWAYS
SUCCESS RATE● Successful cold calling requires persistence● Most cold calls don’t generate
appointments
TIME MANAGEMENT● Set aside time, manage expectations● Minimize pre-call research, maximize
phone time
VOICEMAIL● Be prepared to talk to nobody● Most sales reps leave bad voicemails
THE BOOMERANG MESSAGE
"Hi PROSPECT’S FIRST NAME. This is YOUR NAME. I'm calling regarding
COMPETITOR COMPANY WHO IS YOUR CLIENT. Please get back to me at
PHONE NUMBER. Again, this is YOUR NAME at PHONE NUMBER. I look forward to speaking with you."
With the BWise Activity Manager, you can create call queues, log voicemails, schedule follow-ups, and record completed activities.
BWise User Tip
Email Marketing
STATS
EMAIL PROSPECTING STATS
SUCCESS RATE● 3 unconscious exposures to a marketing
message = 1 conscious exposure● 7 conscious exposures = 1 action
BENCHMARKS● Average open rate = ~8-10%● Average click-to-open rate = ~1-2%
ROI● For every $1 spent on email marketing, the
return on investment is $44.25
KEY TAKEAWAYS
SUCCESS RATE● Successful email marketing requires
persistence● Not all exposures are conscious
BENCHMARKS● Inboxes are cluttered—not all emails get
noticed, opened, or read
ROI● Done right, email marketing can be well
worth the investment
AWARENESS
● Offer free knowledge● Solve a problem● Take a quiz / survey
THE EMAIL IRRIGATION SYSTEM
CONSIDERATION
● Share case studies● Highlight testimonials● Product webinar
DECISION
● In-person demo● Free trial● Buy now!
With the BWise Drip Marketing, you can email your target contacts up to 12 times per year, and view detailed open and click reports.
BWise User Tip
3 Formulas for Biz-Dev Success
FORMULAS
THE 40-40-20 RULE of LEAD-GEN
LIST (40%)
If you don’t target the right people, your results will always be mediocre.
OFFER (40%)
When you offer value to your prospect, you give
them a reason to act. Otherwise, they won’t.
EVERYTHING ELSE (20%)What you say and how you say it is important,
but not as important as who you target and what you offer.
THE 70/30 RULE of PROSPECT INTERACTION
70% = LISTEN
● Successful sales isn’t about your product…● ...it’s about your prospect’s problems and priorities● Get your prospect talking, then listen to what they say
30% = TALK
● Be direct● Ask questions● Focus on your prospect
THE 80:20 RULE of EMAIL MARKETING
...are responsible for 80% of your success20% of your emails
(Focus on what works. Reuse your best stuff. Don’t be discouraged. Use your failures to get better.)
With the BWise Drip Marketing, you can perform A/B “split” tests to find out what works, and to improve your success rate.
BWise User Tip
INSIDERS
© Business Wise Inc. 2016
CHARLOTTE2101 Rexford Rd.
Suite 132ECharlotte, NC 28211
T. 704.554.4112
ATLANTA6190 Powers Ferry Rd.
Suite 190Atlanta, GA 30339
T. 770.956.1955
DALLAS15851 Dallas Pkwy.
Suite 404Addison, TX 75001
T. 214.306.0605
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