Dun & Bradstreet did the research and discovered why buyers are hanging up. Here are some things you should and should NOT do if you want to accelerate your B2B sales. The number one rule for phone sales is, do your research before making the call. Research your sales target, understand what their needs are, and how you can help. Don't waste prospects' time with out researching potential buyers. Forget about being aggressive. Listen to sales prospects. Otherwise the people you reach will be turned off by a domineering approach. Understand who is picking up the phone on the other end. Perform a sales analysis of prospects, and the team you are reaching out to. With the right sales research platform, sales teams can understand the hierarchy of companies, so they can avoid wasting time, talking with people who are not decision makers. Make sure that content around your product echos your message over the phone. Potential customers will research your product before making a purchase, so make sure that supportive content fuels your sales efforts. The final tip can tie all of the efforts above together. Try the sales enablement platform, D&B Hoovers. This tool will accelerate sales by helping sales teams with prospect research, targeting the right audience, and organizing sales efforts. For more information about about how D&B Hoovers can help, here is a link to our site: http://www.dnb.com/products/marketing-sales/dnb-hoovers.html

1. 5) DO Take This Advice
to Heart
If you want to up your sales
game and help close more
business, you’ll need to get
on the same page as your
buyers. For help accelerating
effectively, and closing more
deals, sign up for a free trial
of D&B Hoovers today.
sales, understanding your
prospects, targeting more
5
4) DON’T Skimp
on the Extras
This may be a blow to
your ego, but buyers
admit to relying on a lot
more than a salesperson
when making
purchasing decisions.
Do: Work closely with marketing to help
create content that can fuel more sales.
3) DON’T Sell to the
Wrong Buyers
You probably don’t think
you’re selling to the wrong
audience when you’re
nailing your pitch, but it
turns out a lot of
salespeople are.
Do: Use data and analytics to learn about
your audience, find the best prospects, and
target more effectively.
3
2) DON’T Be Aggressive
Forget what you learned from
high school cheerleaders.
Customers tend to do business
with people they like and don't
want to feel bullied.
(Be aggressive! B-E Aggressive!).
Statistics derived from the 2017 Dun & Bradstreet Study “The State of Sales Acceleration.”
http://www.dnb.com/marketing/media/state-of-sales-acceleration.html
© Dun & Bradstreet, Inc. 2018. All Rights Reserved
Dun & Bradstreet did the research and
discovered why buyers are hanging up.
Here are some things you should and
should NOT do if you want to accelerate
your B2B sales.
Do: Take the time to get to know your prospect
before you call them up.
Do: Find out your prospect’s challenges and
offer a solution.
1) DON’T Call Before
You’ve Done
Your Research
With as many as 32 cold calls a week
in the UK alone, the last thing a buyer
wants is a salesperson who hasn’t
done their homework.
2
1
4
Visit http://hoovers.com to start your free trial.
Do’s and Don’ts
of Making a
Sales Call
...of buyers said failing to do basic company research was their
biggest pet peeve, when asked what bothers them the most
when receiving a bad sales call.
29%
...of buyers claim aggressive salespeople not only turn them off
but have caused them to not make a purchase.
80%
57%
...of salespeople say it’s a challenge understanding exactly who
their target audience is, even given that the average salesperson
conducts two hours of research per customer.
22%
...of buyers rely on external recommendations, and 13% rely on
reading content to help formulate a solid evaluation and make
a purchase.