Decision Maker Incentives Prospecting Study 
Crunchbase
MAY 19, 2023
From identifying potential customers, to finding quality leads and maintaining a healthy pipeline, sales prospecting is vital to the success of your business. Successful prospecting requires time management skills, a proactive mindset and the ability to communicate effectively. That’s not to say it’s without its challenges, however.
Hubspot Sales
MAY 22, 2018
If there's no real problem the prospect is trying to solve, there's no real reason for them to buy. Establish business pain (either from a known issue, or from a problem the prospect wasn't even aware of) before diving into other questions. If the answer is "well, not much," the prospect doesn't have a pressing need.
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Zoominfo
JULY 1, 2018
We know B2B decision makers are using social media to inform their buying decisions. In fact, a recent study suggests that 91% of B2B buyers are active and involved in social media, while 75% are significantly influenced by social content when forming their buying decisions ( source ). Be authentic and offer value.
Zoominfo
OCTOBER 13, 2021
A 2018 study by the University of Zurich found that even a small gift from a sales representative makes customers much more likely to make a purchase. In the study, reps gave customers six tubes of toothpaste — a trivial offering. We don’t require prospects to take a meeting to claim the gift. The results? Anything but trivial.
Janek Performance Group
AUGUST 23, 2023
For one thing, uncertain times mean tighter budgets and more decision makers. Prospect Theory A theory of behavioral economics and finance, this idea was developed by Daniel Kahneman and Amos Tversky in 1979. Simply put, prospect theory deals with the psychology of decision making. It must inspire action.
No More Cold Calling
FEBRUARY 29, 2016
That’s why the salesmen and saleswomen who cultivate relationships and leverage them for introductions to prime prospects get meetings faster, fill their pipelines with hot sales leads, and convert prospects into clients more than 50 percent of the time. It’s similar to the conversations most sales reps have with prospects.
Mindtickle
JANUARY 19, 2023
just 47% in 2017 — and they can include different buyer roles—champions, influencers, decision-makers, users, or ratifiers—from multiple departments. Forrester’s 2021 B2B Buying Study ). Once you’re talking to a decision-maker, the ideal number of calls to win a sale is six. Forrester’s 2021 B2B Buying Study ).
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