“A thirty-year veteran improved his ability to add new opportunities to his funnel by 500%!! Impossible. Whoever heard of a 30-year veteran learning anything new about sales?”
That rather cynical reaction was an actual statement from a senior sales executive who was encouraged by his CEO to consider prospecting training for his sales force. Like most successful people in sales, this executive was a firm believer in the some of the standard excuses about prospecting:
Sound familiar? If you have been in sales for more than a few years and are successful, chances are, you too believe the statements above to be valid. They aren’t, and Funnel Clarity has the data to prove it.
Over a six-year study of more than 100,000 prospecting efforts, made by real sellers working in more than 100 different companies representing 19 industries, we learned that these prospecting platitudes are mere myths.
That study revealed a surprisingly small collection of techniques that not only allow sellers to increase their sales funnel contributions by more than 300%, but also revealed just how wrong these myths are.
Many companies today have a cohort of SDRs/BDRs whose primary job is to set appointments for more senior sellers. Some of the most cogent insights from our study apply just as much, if not more, to these senior sellers, and training has proven to be extremely effective for experienced sales people. There are five ways even seasoned sales pros benefit from prospecting training:
There is still resistance among senior and/or tenured sellers to the idea of prospecting. For many of them, it is viewed as something that junior people do to more or less “pay their dues”. Unfortunately, nothing could be further from the truth. Our data proves that encouraging your seasoned sales professionals to leverage the science of prospecting can yield phenomenal results.
Want to train your team in proven prospecting techniques? Check out our comprehensive guide to sales prospecting, based on an analysis of 100,000 sales calls.