Todd Martin

Todd Martin

Sales Strategy

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A Whole Bunch of Sales Statistics That Will Startle You. They Did Me.

September 17, 2015

You’re never the only one, some people say. These sales statistics may surprise you, but they should also show you how common some of your sales experiences are.

Todd Martin 091715 image

I try to keep this blog original. You probably spend some time each day browsing blogs and social media sites and other sales resources that can provide insight and inspiration, so I don’t report on what other people are saying very often. We probably read some of the same things.

But this being the last weekend of summer 2015, and Hubspot being one of the best sales and marketing resources around, I thought I’d share some sales statistics that the company just posted, courtesy of its email management solution, Sidekick (culled from various sources).They included 107; I’ll just re-post some of the ones that really struck me here.

  • 80 percent of sales require 5 follow-up phone calls after the meeting.
  • If you follow up with web leads within 5 minutes, you’re 9 times more likely to convert them.
  • Only 25 percent of leads are legitimate and should advance to sales.
  • At any given time, only 3 percent of your market is actively buying. 56 percent are not ready, 40 percent are poised to begin.
  • Companies that automate lead management see a 10 percent or greater increase in revenue in 6-9 months.
  • Lead nurturing emails get 4-10 times the response rate compared to standalone email blasts.
  • Visuals are processed 60,000x faster in the brain than text. (Lesson: Use visuals in presentations).
  • 70 percent of people make purchasing decisions to solve problems. 30 percent make decisions to gain something.
  • 95 percent of buyers chose a solution provider that “Provided them with ample content to help navigate through each stage of the buying process.”
  • The best times to email prospects are 8am and 3pm.
  • Tuesday emails have the highest open rate compared to other weekdays.
  • Personalized emails including the recipient’s first name in the subject line have higher open rates.
  • An average buyer gets 100+ emails a day, opens just 23 percent, and clicks on just 2 percent of them.
  • 40 percent of emails are opened on mobile first – where the average mobile screen can only fit 4-7 words max.
  • 33 percent of email recipients open emails based on subject line alone.
  • For B2B companies, subject lines that contained the words “alert” and “breaking” perform well.
  •  Subject lines with more than 3 words experience a drop in open rate by over 60 percent.
  • Only 2 percent of cold calls result in an appointment.
  • In 2007 it took an average of 3.68 cold call attempts to reach a prospect. Today it takes 8 attempts.
  • On the phone, tone is 86 percent of our communication. Words we actually use are only 14 percent of our communication.
  • Email marketing has 2X higher ROI than cold calling, networking or trade shows.
  • The worst days to call are Mondays from 6 a.m. to noon and Fridays in the afternoon.
  • 91 percent of customers say they’d give referrals. Only 11 percent of salespeople ask for referrals.
  • Customers are 4x more likely to buy when referred by a friend.
  • Sales reps using social selling are 50 percent more likely to meet or exceed their sales quota.
  • 57 percent of the buyer’s journey is completed before the buyer talks to sales.

Hope you found a few statistics of interest here. Enjoy the last weekend of summer!

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