17 Stats on the Power of Proactive Prospecting [Infographic]

CeCe-Bazar by

As if sales development reps didn’t have their jobs cut out for them already. Response rates are dropping, sales are becoming more complex, and as a result it’s getting more and more difficult to break through to the right person.

But does that mean prospecting is dead? Of course not. In fact, as the sales prospecting stats below show, smart SDRs are drawing on new skills and technology to help them develop a much-needed edge.

So don’t just sit there — jump on your leads, get to them first, leverage your network for referrals and connections, and above all, stay persistent and proactive!

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  1. The average sales development rep makes 52 calls daily (The Bridge Group)
  2. It takes 18 dials to connect with a single buyer (TOPO)
  3. Call-back rates are below 1% (TOPO)
  4. Less than 24% of sales emails are opened (TOPO)
  5. Leads responded to within 5 minutes are 100x more likely to be contacted and 21x more likely to be qualified (LeadResponseManagement.org)
  6. Waiting just 10 minutes drops the likelihood of qualifying the lead 4x (LeadResponseManagement.org)
  7. Yet less than 25% of companies who receive a Web lead will respond by phone (InsideSales.com)
  8. Only 27% of Web-generated leads get contacted at all (InsideSales.com)
  9. Your sales team has a 56% greater chance to attain quota if you engage buyers before they contact a seller (SalesBenchmark Index)
  10. The first viable vendor to reach a decision maker and set the buying vision has a 74% average close ratio (Forrester)
  11. 50% of buyers choose the vendor that responds first (InsideSales.com)
  12. B2B buyers are 5x more likely to engage when introduced (LinkedIn)
  13. You are 4.2x more likely to get an appointment if you have a personal connection with a buyer (SalesBenchmark Index)
  14. 73% of executives prefer to work with sales professionals referred by someone they know (IDC)
  15. 84% of B2B decision makers start the buying process with a referral (SalesBenchmark Index)
  16. Referral leads convert 30% better than leads generated from other marketing channels (R&G Technologies)
  17. Referred customers have a 16% higher lifetime value (Journal of Marketing)


Infographic by: Rachel Worthman

Feature photo by: Veri Ivanova

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  • Samaira Khan
  • Joni Inman

    Thanks for this info CeCe. I can’t quite make out the source on the infographic. Where did the stats come from?

  • Franklin

    At its Christmas peak, Amazon closes 40 million sales in a single day — nearly 28,000 sales per second.

    Today, even the largest and most complex sales transactions, like commercial and residential real estate, are fulfilled end to end through digital means. Most never involve a sales rep.

    In the span of a decade, we have witnessed advances not only in ecommerce, but also web algorithms, search engine optimization, and predictive analytics, which combine to essentially make all manual sales efforts — like reps making proactive cold calls –obsolete for any 21st Century business growth strategy.

    I’m afraid companies launching any kind of new product today we’ll forever find themselves behind the eight ball if they rely solely on sales methods implied above. Today, leaner more agile competitors — with all-digital sales strategies — will eat your lunch.

    • Franklin

      Sorry, that should be 2,800 sales per second for Amazon…

      Also, Alibaba, the Chinese ecommerce portal, had a peak day’s performance on 11/11/2014 of $9.3 billion in sales in one day, and saw $2 billion of that in one hour, with about 375 million buyers (about the population of the entire United States).

    • Larry

      Franklin, Can you please provide the source for your statement: “Today, even the largest and most complex sales transactions, like commercial and residential real estate, are fulfilled end to end through digital means. Most never involve a sales rep.”


      P.S. Great article CeCe.