3 Ways to Improve Your Prospecting (According to Data)

In this episode we talk to Dave Elkington, CEO and Founder at InsideSales.com.

You guys recently completed a research study that has a lot of people taken back on how they do sales prospecting.

Why this study?

Can you tell us a little bit about how you went about it?

  • survey & looked at data set
  • looked at what people believe they’re doing 1500 comp surveyed / what they’re actually doing / optimal

neurolytics: ai platform

deals won

You outlined in your study difference elements that people need to consider when prospecting. Can you take us through some of those elements?

6 elements of a cadence – attempts, media, duration, spacing, response time, content

There was a lot of information in the study can you take us through some of the surprises?

State of Sales Development 2018 Report

  1. mix your media 3+
  2. response time
  3. 7 attempts & stop

You can find this interview, and many more, by subscribing to the B2B Growth Show on iTunes. If you don’t use iTunes, you can listen to every episode by clicking here.

James Carbary

James Carbary is the founder of Sweet Fish Media, a podcast agency for B2B brands. He’s a contributor for the Huffington Post & Business Insider, and he also co-hosts a top-ranked podcast according to Forbes: B2B Growth. When James isn’t interviewing the smartest minds in B2B marketing, he’s drinking Cherry Coke Zero, eating Swedish Fish, and hanging out with the most incredible woman on the planet (who he somehow talked into marrying him).

Posted on March 9, 2019 in B2B Growth

James Carbary

About the Author

James Carbary is the founder of Sweet Fish Media, a podcast agency for B2B brands. He’s a contributor for the Huffington Post & Business Insider, and he also co-hosts a top-ranked podcast according to Forbes: B2B Growth. When James isn’t interviewing the smartest minds in B2B marketing, he’s drinking Cherry Coke Zero, eating Swedish Fish, and hanging out with the most incredible woman on the planet (who he somehow talked into marrying him).

Popular Posts

Back to Top