The Brevet Consulting Group has put together a list of “21 Mind-Blowing Sales Stats.” If your company is involved in B2B sales this list is well worth studying. Some of these stats will really blow your mind!
I find the vast majority of early stage startups greatly underestimate the time, cost and difficulty of selling to the enterprise.
I’ll just highlight some of these stats that I believe are most important. T
This list of sales stats was compiled using several research studies from credible sources including Gartner, McKinsey, Dale Carnegie, and Bain & Company. Each source is credited under the image of each statistic.
For example, most of the cold calling facts come from the Lead Response Management Research Study conducted by InsideSales.com – a company that has published over two dozen research papers.
Each sales stat is followed by a valuable “takeaway” from the author of the post Brian Williams, Partner in Brevet Consulting. Read them!
It is also well worth reviewing the more than two dozen comments on this post.
1. 92% OF ALL CUSTOMER INTERACTIONS HAPPEN OVER THE PHONE.
2. IT TAKES AN AVERAGE OF 8 COLD CALL ATTEMPTS TO REACH A PROSPECT.
Takeaway: Prospecting is hard and most of us hate it. But if you give up on a prospect after too few attempts, you are passing up a potential sale. Be persistent and determined.
5. 80% OF SALES REQUIRE 5 FOLLOW-UP CALLS AFTER THE MEETING. 44% OF SALES REPS GIVE UP AFTER 1 FOLLOW-UP.
9. IN A TYPICAL FIRM WITH 100-500 EMPLOYEES, AN AVERAGE OF 7 PEOPLE ARE INVOLVED IN MOST BUYING DECISIONS.
11. EMAIL IS ALMOST 40 TIMES BETTER AT ACQUIRING NEW CUSTOMERS THAN FACEBOOK AND TWITTER.
13. 91% OF CUSTOMERS SAY THEY’D GIVE REFERRALS. ONLY 11% OF SALESPEOPLE ASK FOR REFERRALS
14. ONLY 13% OF CUSTOMERS BELIEVE A SALES PERSON CAN UNDERSTAND THEIR NEEDS
18. IT TAKES 10 MONTHS OR MORE FOR A NEW SALES REP TO BE FULLY PRODUCTIVE
19. RETAINING CURRENT CUSTOMERS IS 6 TO 7 TIMES LESS COSTLY THAN ACQUIRING NEW ONES
21. AFTER A PRESENTATION, 63% OF ATTENDEES REMEMBER STORIES. ONLY 5% REMEMBER STATISTICS.