Is it important to research prospects before selling to them?

82% of top performers say they “always” perform research before reaching out to prospects, and report higher usage of sales technology across the board.

Researching prospects is very important, especially when it comes to sales. By doing research, you can learn more about the needs of your prospect and how they like to be contacted. Knowing what their business needs and wants can help you identify how to craft a customized proposal tailored to them, increasing your chances of winning the sale. Additionally, research helps you and your team keep on top of competitive trends so that you can adjust your strategy and stay ahead of the competition. Research also gives you access to up-to-date contact information so that you avoid wasting time and energy trying to reach out to someone who no longer works at the company.

All of these factors can help increase remote sales statistics and create a more successful sales process.

Technology has become an essential tool in the process of prospect research. With technology tools, it is easier to find information on potential customers and partners. For example, using search engines you can research a company or person, their background and what type of relationships they have. You can also use social media platforms such as LinkedIn to learn about people and companies. Technology is constantly evolving which helps with prospect research by making the process faster and more efficient.

More 2022 Stats

In a recent McKinsey study, 61% of survey respondents said that, before the pandemic, they primarily sold their business’ products through traditional in-person sales — that number has since fallen to 29%.

48% of salespeople never even make a single follow up attempt.

Customer referrals account for 54% of all B2B leads.

55% of B2B buyers search for information on social media.

71% of sales reps say that building personal rapport has a substantial impact on converting a prospect.

50% of buyers say working remotely has made buying easier.

60% of customers say no four times before saying yes.

66% of sales professionals say leads generated from customer referrals are the highest quality leads they work.

LinkedIn is the #1 social media platform for B2B leads.

A study by Skaled revealed that sales reps using virtual presentation tools increased their close rates by 28%

More Virtual Selling Stats

After COVID, 56% of sellers prefer working remote full time.

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

Over 66% of sales pros report their team will stay remote or work in the office part-time in the future.

55% of B2B buyers search for information on social media.

50% of buyers say working remotely has made buying easier.

59% of sales reps said that adding custom-recorded video to their sales process increased their productivity.

Customer referrals account for 54% of all B2B leads.

A survey by LinkedIn found that 50% of buyers say that working remotely has made the purchasing process easier.

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

73% of B2B executives agree that customers expect more personalization than they did a few years ago.

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