According to the Sirius Decisions 2015 report, 68% of a sales reps’ time is spent researching. The remaining time is spent prospecting and an even smaller amount of time is dedicated to closing (roughly 3%). If inbound opportunities achieved the same level of sales, 97% of a sales reps’ time could be replaced with more productive activities. Unfortunately there is always too much emphasis on how to prospect and too little effort on how to attract new prospects. A small…
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