b'SETTING APPOINTMENTS & SALES PROCESSCOMMUNICATION WITHCONVERTING PROSPECTSPROSPECTS AND CLIENTS AND RENEWING CLIENTSIntermsoftheeaseordifficultyof Whenitcomestohowsalespeoplearereachingconvertingprospects,57%of outtoprospects,legacychannelscontinuetosalespeople tell us that it has become dominate with most salespeople (72%) relying onmore difficult.email and over half (55%) reaching them over the phone.The same story seems to apply to the renewal of clients as well. Renewing And while over 2/3 of salespeople (69%) still arentcurrent clients has gotten harder for using 1:1 personalized video to make a connection42% of salespeople. withprospects,moreareadoptingtheformat. Comparedtolastyear,therehasbeena250% increase in sometimes using video messaging for this purpose. Another sustained trend from previous years is the57%effectiveness, or perceived lack thereof, in setting appointments through social media channels. Just 5% of salespeople surveyed said that social mediaof salespeople tell us that was very effective in helping set appointments.converting prospects has 78% of salespeople say they text their clients on a semi-regular to regular basis.become more difficult.How often do salespeople use each of the following to secure an appointment with prospects?LINKEDIN PHONE CALLS OTHER SOCIAL MEDIANever/Rarely: 43% Never/Rarely: 8% Never/Rarely: 50%Sometimes: 37% Sometimes: 37% Sometimes: 38%All the time: 20% All the time: 55% All the time: 12%EMAILS TEXTS 1:1 PERSONALIZED Never/Rarely: 5% Never/Rarely: 39% VIDEO MESSAGINGSometimes: 23% Sometimes: 42% Never/Rarely: 86%All the time: 72% All the time: 19% Sometimes: 13%All the time: 1%11'