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.

The State of Sales


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

B2B customers use 10 different channels during their decision-making process

80% of new leads never translate into sales

21% of sales professionals who sell remotely say emails are the most effective channel for remote selling

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

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

Sales enablement initiatives increased sales for 76% of companies by 6%-20%

32% of sales reps spend an hour or more on data entry every day

71 Words per Minute: The Surprising Speech Speed of Top Performers, Who Speak 6% Slower Than Their Peers

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

56% of sales professionals get leads from existing customer referrals.

More Stats

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