Survey Says… 10 Tips for Better Prospecting

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In sports, to be a better athlete and at the top of your game, it’s all about having your body in the best shape possible. In order to get into tip-top shape you need to have a precise sleep schedule, food intake and workout plan. There’s a science to everything you do nowadays. Sales prospecting is no different.

When you sit down each day to start making calls and sending out emails, you should always have a plan. Whether it’s around calling prospects at the right time, emailing them at the right time, or even making enough touches, it’s best to work smarter.

Here are 10 tips that may help you to do that:

1. The best times to email prospects are between 8:00 a.m. and 3:00 p.m. (Source: BuzzBuilder Lead Generation Software)

2. The best times to cold call are between 8:00 and 9:00a.m. and also 4:00 and 5:00p.m. (Source: Linda Coles, LinkedIn Influencer )

3. The worst time to cold call is between 1:00 and 2:00 p.m. (Source: Linda Coles, LinkedIn Influencer )

4. The best day to cold call is Thursday, and the worst day is Tuesday. (Source: Linda Coles, LinkedIn Influencer)

5. The average sales person only makes 2 attempts to reach a prospect. (Source: BuzzBuilder Lead Generation Software)

6. It takes more than 2x the amount of cold call attempts now (8) than it did in 2007 (3.68). (Source: BuzzBuilder Lead Generation Software)

7. The average sales person makes 8 dials per hour and prospects for 6.25 hours to set 1 appointment. (Source: BuzzBuilder Lead Generation Software)

8. On average it takes about 80 calls to produce 1 opportunity. (Source:

9. If you follow up with web leads within 5 minutes, you’re 9 times more likely to convert them. (Source: BuzzBuilder Lead Generation Software)

10. 50% of sales go to the first sales person to contact the prospect. (Source: BuzzBuilder Lead Generation Software)

Of course, different things work for different people. Consider some of this research as you sharpen your business development plan, and you should be on your way to better prospecting.

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