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

About the Author(s)

Bridget Weston Pollack

Bridget Weston Pollack is the Vice President of Marketing & Communications at the SCORE Association.

Vice President of Marketing & Communications, SCORE
B2B Sales Calls Infographic