2015 Small Business: B2B Sales Calls

This month’s SCORE infographic shows the best techniques for making business to business (B2B) sales calls. Making these calls is a time-consuming task, so we hope these tips will help point you in the right direction.

The best sales leads originate from the following:

  • 39% from outbound marketing, such as inside sales and telemarketing
  • 27% from events, such as trade shows and webinars
  • 17% from online, such as searches and testimonials
  • 10% from media, such as radio and television
  • 5% from social media, such as Facebook and TwitterSales Calls

Even after dozens of calls, not all leads become sales.

  • Every 30 dials leads to 1 conversation.
  • Every 3 conversations lead to 1 appointment
  • Every 3 appointments lead to 1 opportunity.

To achieve successful opportunities, good sales practices are critical.

  • The average time to respond to a web-based inquiry is 39 hours.
  • Make 50 calls a day, on average.
  • 30-50% of sales go to the vendor that responds first.

Download this month’s SCORE infographic for more details. If you need help developing your sales strategy, contact a SCORE mentor. You can also get tips from our free resources

Bridget Weston Pollack
<div> <span style="font-size: 13px; line-height: 18.0049991607666px; text-align: justify;">Bridget Weston Pollack is the Vice President of Marketing & Communications at the SCORE Association. In this role, Bridget is responsible for all branding, marketing, PR, and communication efforts. She focuses on implementing marketing plans and strategies for the organization to facilitate the growth of SCORE’s mentoring and trainings services.</span></div> <div> <a href="http://www.score.org" target="_blank">SCORE.org</a> | <a href="http://www.facebook.com/SCOREFans" target="_blank">Facebook</a> | <a href="http://twitter.com/scorementors" target="_blank">@SCOREmentors</a> | <a href="https://www.score.org/author/Bridget-Weston-Pollack/all-posts">More from Bridget</a></div>

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