84% of B2B Sales Start with a Referral — Not a Salesperson
Harvard Business
NOVEMBER 8, 2016
Outbound B2B sales are becoming less and less effective. In fact, a recent survey found that connecting with a prospect now takes 18 or more phone calls, callback rates are below 1%, and only 24% of outbound sales emails are ever opened. Why are more and more buyers avoiding salespeople during the buying process?
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