How can sales reps improve their interaction strategies to secure meetings with prospects?

It takes an average of 8 interactions to secure a meeting with a prospect


Sales Strategy


Sales is a numbers game, and the more prospects you reach out to, the more opportunities you have to close deals. However, even with a large number of prospects, it can take multiple attempts to secure a meeting. In fact, on average, it takes eight interactions to secure a meeting with a prospect. This means that persistence is key in the sales process.

The first interaction with a prospect might not lead to a meeting, but it’s an opportunity to introduce yourself and your company. The second interaction might be a follow-up call or email to check if the prospect had any further questions. By the third interaction, you may have built some rapport and can begin discussing their needs and how your product or service can help. As you continue to follow up, you can solidify your relationship and eventually secure a meeting.

Some sales reps might get discouraged if they don’t receive a response after the first or second interaction, but it’s important to keep in mind that prospects are busy and may not have had the chance to review your proposal or consider your offer. A little persistence can go a long way in securing a meeting and closing a deal.

Of course, there’s a fine line between persistence and pestering. You don’t want to come across as annoying or pushy, as this can damage your relationship with the prospect. Instead, make sure each interaction adds value and provides useful information to the prospect. This will show that you’re genuinely interested in their needs and not just trying to make a sale.

In conclusion, it’s important to be persistent in the sales process. On average, it takes eight interactions to secure a meeting with a prospect, but with each interaction, you’re building rapport and trust. Don’t give up after one or two attempts, but also make sure you’re not crossing the line into pestering. By striking the right balance and providing value at each touchpoint, you can increase your chances of securing a meeting and closing a deal.

More 2021 Stats

91% of salespeople have indicated they don’t want to return to full-time office work when asked about their future career plans.

Nearly 90% of sales reps emphasize the importance of anticipating customers’ needs

49% of teams are using video as part of their sales process.

A survey conducted by DocuSign found that 75% of companies experienced an increase in customer satisfaction when they implemented digital proposal software.

According to a Gartner survey, CSOs expect 60% of the sales force will remain operating virtual.

41% of sales leaders report that their customers desire more digital communication

83% of Sales Professionals Report Working on Weekends

41.2% of sales reps say that their phone is the most effective tool for performing their jobs

The Power of Collaborative Language in Sales: Why Using “We” and “Us” is More Effective

28% of B2B organizations now have hybrid sales roles

More Sales Strategy Stats

97% of sales leaders and sales operations pros say AI gives reps more time to sell

82% of B2B decision-makers think sales reps are unprepared

69% of recipients report spam based only on the subject line

36% of salespeople say that closing is the hardest part of their job

84% of B2B buyers start the purchasing process with a referral

77% of sales professionals say their organization is planning to invest more in sales intelligence tools

70% of sales professionals are most active on LinkedIn compared to other social media

54% of sales leaders say proposals sent is one of the most important productivity metrics to track

Top Performers Make 54% More Conversation Switches on Calls and 78% More in Presentations

Top Performers Receive 40% More Questions During Discovery and 43% More Questions During Presentations

Ready to reinvent your sales process and tools?

One quick call and we'll share our approach - no pressure.

Schedule your demo