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The Power of Prioritization Based on research from a sales optimization study by Velocify
The key is not to prioritize what’s on your schedule, but to schedule your priorities. “ Stephen Covey American educator, author, businessman, and keynote speaker
Salespeople using a prioritized listof leads and activities are able to: Work more leads Boost engagement Add more revenue
The Results You should know that this was a large study of400+ companies and a million leads. The numbers are solid.
Salespeople who use prioritizationto determine their daily sales activities are able to manage more leads.
The leads they do manage alsoget more attention—as seen bythe number of actions and contact attempts and total talk time per lead.
Salespeople using prioritization took 22% more actions per lead.
The number of contact attemptsper lead was 33% higher for salespeople who usedautomated prioritization.
Salespeople using prioritization wereable to take 37% more actions,make 49% more contact attempts,and increase their talk time by 88%.
Salespeople working off of a prioritized list were 19% more likely to call new leads in less than five minutes and 26% more likely to call new leads in less than one hour.
Faster speed-to-call times result in far higher contact and conversion rates for users of prioritization.
On average, salespeople who use prioritization had 15% higher contact and conversion rates than those who didn’t use prioritization.
The average conversion rate was 97% higher.
Companies whose salespeople used prioritized lists more than 70% of the time had conversion ratesthat were 29% greater than average.
Companies whose salespeople used prioritized lists almost exclusivelyenjoyed conversion rates that were49% greater than average.
Read the blog post by James Obermayer. Get your own copy of the study. Want more data?
Many thanks to... James W. Obermayer @SalesldMgmtAssn Dan McDade @PointClearPD Jorge Jeffery @Velocify
Presentation createdby Pipeliner CRM +1-888-843-6699 Email Us @PipelinerCRM LinkedIn Facebook Visit our Website