News | February 9, 2018

28 Surprising Stats About Prospecting in 2018

Business Meeeting

Writing for HubSpot, Aja Frost provides a nice summary of a recent RAIN Group Center for Sales Research study of buyers’ interactions with sales people during the prospecting process. What’s notable is that 58% of buyers say that the meetings aren’t valuable. And when they are, value is derived from a collaborative approach, the sharing of market insight and helping them better understand their needs. All of which can be supported by content:

Image credit: "Business Meeting," Amtec Staffing 2017, used under an Attribution 2.0 Generic license: