Sales Prospecting Research | RAIN Group

No area in selling is more rife with conflict, advice, and data than prospecting.

Do automated form emails work? Is cold calling dead? Do buyers accept cold meetings? How many touches does it take to connect? How can you get through to the C-suite?

Indeed, what do sellers who get the best prospecting results do differently?

With our Top Performance in Sales Prospecting research, the team at the RAIN Group Center for Sales Research has uncovered what works and what doesn’t in sales prospecting—according to both buyers and sellers. We sought to find out how sellers break through and connect with buyers, what works to generate meetings, what influences overall purchase decisions, and where buyer and seller views on prospecting overlap.

The study included 488 buyers representing $4.2 billion in purchases across 25 industries, and 489 sellers who outbound prospect. We analyzed results across Top Performers—those with the best prospecting results—industry, company value-focus, buyer title, company size, prospecting maturity and success, brand cachet, and geography.

In our Top Performance in Sales Prospecting Benchmark Report, we share what works in sales prospecting according to buyers and sellers. The report includes:

The definition of top performance and key results
A breakdown of the key areas that set top-performing prospectors apart
Prospecting tactics from a seller's perspective
Statistics on the number of outreach attempts required to connect with a buyer
Factors that influence if a buyer connects with a seller

Fill out the form to download the report.

Teach your sellers the ins and outs of sales prospecting and how to incorporate it into their regular sales activities with RAIN Sales Prospecting.

Based on our research, this program gives your sales team a proven process for generating meetings and filling the pipeline with qualified prospects.

Learning modules include:

Building an Attraction Campaign
Analyzing Your Numbers and Prospecting Research
Prospecting with LinkedIn and Social Media
Setting Appointments with Emails and Referrals
And more

Learn more about RAIN Sales Prospecting. east

Teach your sellers the ins and outs of sales prospecting and how to incorporate it into their regular sales activities with RAIN Sales Prospecting.

Based on our research, this program gives your sales team a proven process for generating meetings and filling the pipeline with qualified prospects.

Learning modules include:

Building an Attraction Campaign
Analyzing Your Numbers and Prospecting Research
Prospecting with LinkedIn and Social Media
Setting Appointments with Emails and Referrals
And more

Learn more about RAIN Sales Prospecting. east