Now the problem is things have changed…And with that, the data needs to change and be updated. However, what we are going through is unprecedented. Looking at 2019, it took 8 calls on average to reach your prospect!! If you were going by previous data you’d be giving up at 4-5 attempts, missing tonnes of opportunities, so how many do we need to make in this COVID era???? To help here are some of the statistics out there from 2019 to help give you the insight and advantage you need to sell more. While our activity needs to increase, we don’t believe the methods have changed.
NOW1) Studies show that asking between 11–14 questions during the course of a lead call will translate to 74 percent greater potential success. (Source – Gong.io) 2) Almost six in 10 buyers want to discuss pricing on the first call. (Source – HubSpot) 3) Customers are 4x more likely to buy when referred by a friend. (Source – Neilsen) 4) 80% of sales require five follow-up phone calls after the meeting. (Source – Marketing Donut) 5) Several industries reported a 50 percent revenue increase with social media selling. (Source – Forbes) 6) 75% of 1,000 executives polled were prompted to attend an event or take an appointment as a result of a cold call or email. (Source – DiscoverOrg) 7) 43% of consumers are more likely to buy a new product when learning about it from friends on social media. (Source – Neilsen) 8) About 47% of top performers ask for refferals consistently, versus only 26% of non-top performers. (Source – HubSpot)
THEN9) In 2007, it took 3.68 cold call attempts to reach a prospect. In 2019 it took eight attempts. (Source – Spotio)
10) 79% of all marketing leads are never converted to sales. (Source – Salesforce) 11) The biggest challenges in 2019 salespeople face: Establishing urgency (42%), Getting in touch with prospects (37%) and Overcoming price objections (35%) (Source – HubSpot) 12) 44% of salespeople give up after one follow-up. (Source – Scripted) 13) 40% of emails are opened on mobile first, and the average mobile screen can only fit four to seven words max in the subject line. (Source – ContactMonkey) 14) The best days to call are Wednesdays and Thursdays from 6:45 to 9:00 a.m. and 4:00 to 6:00 p.m.(Source – RingLead) 15) CRM system adoption increases sales by up to 29%. (Source – Salesforce) 16) 73% of executives prefer to work with sales professionals referred by someone they know. (Source – IDC) 17) 55% of B2B buyers search for information on social media. (Source – Blender) 18) The most successful reps use terms that inspire confidence, such as “certainly,” “definitely,” and “absolutely,” five times more often than low performers. (Source – Gong.io) 19) 79 percent of salespeople achieve quota by using a combination of social selling techniques. (Source – Microsoft) 20) On average, people made 33 dials per day. This is down from 38 in 2012. (Source – ForEntrepreneurs)
21) Research shows that 35% to 50% of sales go to the vendor that responds first. (Source – InsideSales.com) 22) Adding the word “New” to your subject line can increase open rates by 23%. (Source – Adestra) 23) Only 7% respond to leads in the first five minutes after a form submission. More than half don’t respond within five business days. (Source – Drift)