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September 14, 2015

107 Mind-Blowing Sales Statistics That Will Help You Sell Smarter [SlideShare]

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When I discovered these two facts, I was shocked.

  1. 44% of salespeople give up after one follow-up.
  2. 80% of sales require five follow-ups.

In other words, 44% of salespeople aren't putting in 1/5 of the effort needed to close the deal.

Too often we give up after one follow-up email, despite data proving that multiple follow-ups are required. 

Yet persistence is only one lesson that can be learned from the following 107 sales statistics. There are countless others to be revealed.

Check out this SlideShare to sell smarter, stop wasting time on useless tasks, and start closing more deals in less time:

Rather just scroll through the raw data? Here you go:

1. 44% of salespeople give up after one follow-up.   [Source: Scripted]   click-to-tweet

2. The average sales person only makes 2 attempts to reach a prospect.   [Source: Sirius Decisions]   click-to-tweet

3. 80% of sales require 5 follow-up phone calls after the meeting.   [Source: The Marketing Donut]   click-to-tweet

4. Research shows that 35-50% of sales go to the vendor that responds first.   [Source: InsideSales.com]   click-to-tweet

5. If you follow up with web leads within 5 minutes, you’re 9 times more likely to convert them.   [Source: InsideSales.com]   click-to-tweet

6. 63% of people requesting information on your company today will not purchase for at least three months – and 20% will take more than 12 months to buy.   [Source: Marketing Donut]   click-to-tweet

7. Only 25% of leads are legitimate and should advance to sales.   [Source: Gleanster Research]   click-to-tweet

8. 50% of leads are qualified but not yet ready to buy.   [Source: Gleanster Research]   click-to-tweet

9. Nurtured leads produce, on average, a 20% increase in sales opportunities versus non-nurtured leads.   [Source: DemandGen Report]   click-to-tweet

10. Companies that excel at lead nurturing have 9% more sales reps making quota.   [Source: CSO Insights]   click-to-tweet

11. Nurtured leads make 47% larger purchases than non-nurtured leads.   [Source: The Annuitas Group]   click-to-tweet

12. At any given time, only 3% of your market is actively buying. 56% are not ready, 40% are poised to begin.   [Source: Vorsight]   click-to-tweet

13. Companies that automate lead management see a 10% or greater increase in revenue in 6-9 months.   [Source: Gartner Research]   click-to-tweet

14. Lead nurturing emails generate an 8% CTR compared to general email sends, which generate just a 3% CTR.   [Source: HubSpot]   click-to-tweet

15. Lead nurturing emails get 4-10 times the response rate compared to standalone email blasts.   [Source: SilverPop/DemandGen Report]   click-to-tweet

16. Businesses that use marketing automation to nurture prospects experience a 451% increase in qualified leads   [Source: ANNUITAS Group]   click-to-tweet

17. Companies that nurture leads make 50% more sales at a cost 33% less than non-nurtured leads.   [Source: Forrester Research]   click-to-tweet

18. 25% of marketers who adopt mature lead management processes report that sales teams contact prospects within one day. Only 10% of marketers report the same follow-up time without mature lead management processes.   [Source: Forrester Research]   click-to-tweet

19. 22% of B2B organizations touch leads with lead nurturing on a weekly basis.   [Source: MarketingSherpa]   click-to-tweet

20. 65% of B2B marketers have not established lead nurturing.   [Source: MarketingSherpa]   click-to-tweet

21. In a typical firm with 100-500 employees, an average of 7 people are involved in most buying decision.   [Source: Gartner Group]   click-to-tweet

22. Nearly 2/3 of B2B marketers identified engaging key decision makers as their top challenge   [Source: Forrester Research]   click-to-tweet

23. After a presentation, 63% of attendees remember stories. Only 5% remember statistics.   [Source: Dan & Chip Heath]   click-to-tweet

24. Visuals are processed 60,000x faster in the brain than text. (Lesson: Use visuals in presentations)   [Source: Neo Mammalian Studios]   click-to-tweet

25. 70% of people make purchasing decisions to solve problems. 30% make decisions to gain something.   [Source: Impact Communications]   click-to-tweet

26. Customers believe that sales reps are 88% knowledgeable on product and only 24% on business expertise.   [Source: Corporate Visions]   click-to-tweet

27. 78% of decision makers polled have taken an appointment or attended an event that came from an email or cold call   [Source: DiscoverOrg]   click-to-tweet

28. 95% of buyers chose a solution provider that “Provided them with ample content to help navigate through each stage of the buying process”   [Source: DemandGen Report]   click-to-tweet

29. The best times to email prospects are 8am and 3pm.   [Source: GetResponse]   click-to-tweet

30. Tuesday emails have the highest open rate compared to other weekdays.   [Source: Experian]   click-to-tweet

31. Personalized emails improve click-through rates by 14%, and conversion rates by 10%.   [Source: Aberdeen Group]   click-to-tweet

32. Personalized emails including the recipient’s first name in the subject line have higher open rates.   [Source: Retention Science]   click-to-tweet

33. Relevant emails drive 18 times more revenue than broadcast emails.   [Source: Jupiter Research]   click-to-tweet

34. An average buyer gets 100+ emails a day, opens just 23%, and clicks on just 2% of them.   [Source: Tellwise]   click-to-tweet

35. 40% of emails are opened on mobile first – where the average mobile screen can only fit 4-7 words max.   [Source: ContactMonkey]   click-to-tweet

36. 33% of email recipients open emails based on subject line alone.   [Source: Convince and Convert]   click-to-tweet

37. Subject lines that create a sense of urgency and exclusivity can give a 22% higher open rate.   [Source: Email Institute]   click-to-tweet

38. For B2B companies, subject lines that contained the words “alert” and “breaking” perform well.   [Source: Adestra]   click-to-tweet

39. Subject lines with more than 3 words experience a drop in open rate by over 60%.   [Source: ContactMonkey]   click-to-tweet

40. Emails with “Free” in the subject line were opened 10% more than those without.   [Source: HubSpot]   click-to-tweet

41. Emails with "Quick" in the subject line were opened 17% less than those without.   [Source: HubSpot]   click-to-tweet

42. Emails with no subject all together were opened 8% more than those with a subject line.   [Source: HubSpot]   click-to-tweet

43. Only 2% of cold calls result in an appointment.   [Source: Leap Job]   click-to-tweet

44. In 2007 it took an average of 3.68 cold call attempts to reach a prospect. Today it takes 8 attempts.   [Source: TeleNet and Ovation Sales Group]   click-to-tweet

45. 93% of converted leads are contacted by the 6th call attempt   [Source: Velocify]   click-to-tweet

46. On the phone, tone is 86% of our communication. Words we actually use are only 14% of our communication.   [Source: ContactPoint]   click-to-tweet

47. Email marketing has 2X higher ROI than cold calling, networking or trade shows.   [Source: MarketingSherpa]   click-to-tweet

48. A team of 50 sales reps leave about 1,277 hours of voicemails per month.   [Source: RingDNA]   click-to-tweet

49. The optimal voicemail message is between 8 and 14 seconds.   [Source: The Sales Hunter]   click-to-tweet

50. 15% of every sales reps’ time simply leaving voicemails.   [Source: RingLead]   click-to-tweet

51. 80% of calls go to voicemail, and 90% of first time voicemails are never returned.   [Source: RingLead]   click-to-tweet

52. The average voicemail response rate is 4.8%.   [Source: InsideSales]   click-to-tweet

53. The best time to cold call is 4pm - 5pm. The second best time is 8am - 10am. The worst times are 11am and 2pm.   [Source: InsideSales]   click-to-tweet

54. The best days to call are Wednesdays and Thursdays from 6:45 to 9 a.m. and 4 to 6 p.m.   [Source: RingDNA]   click-to-tweet

55. The worst days to call are Mondays from 6 a.m. to noon and Fridays in the afternoon.   [Source: RingDNA]   click-to-tweet

56. Increasing customer retention rates by 5% increases profits by 25-95%   [Source: Bain & Company]   click-to-tweet

57. 91% of customers say they’d give referrals. Only 11% of salespeople ask for referrals.   [Source: Dale Carnegie]   click-to-tweet

58. Each year, you’ll lose 14% of your customers.   [Source: BusinessBrief.com]   click-to-tweet

59. 83% of consumers are comfortable making a referral after a positive experience.   [Source: Texas Tech University]   click-to-tweet

60. Customers are 4x more likely to buy when referred by a friend.   [Source: Neilsen]   click-to-tweet

61. The lifetime value of a referred customer is 16% higher than a non-referred customer.   [Source: Journal of Marketing]   click-to-tweet

62. 65% of a company’s new business is from referrals.   [Source: New York Times]   click-to-tweet

63. A referred customer is 18% more loyal than a customer acquired through a different method.   [Source: Journal of Marketing]   click-to-tweet

64. A referred customer spends 13.2% more than a non-referred customer.   [Source: Journal of Marketing]   click-to-tweet

65. 73% of salespeople using social selling as part of their sales process outperform their sales peers and exceeded quota 23% more often.   [Source: Aberdeen]   click-to-tweet

66. You are 70% more likely to get an appointment on an unexpected sale if you join LinkedIn Groups.   [Source: Vorsight]   click-to-tweet

67. Social media has a 100% higher lead-to-close rate than outbound marketing.   [Source: Hubspot]   click-to-tweet

68. 5% of B2B sales teams consider social media a successful lead generation method.   [Source: Ken Krogue]   click-to-tweet

69. Sales reps using social selling are 50% more likely to meet or exceed their sales quota.   [Source: Liz Gelb-O’Connor]   click-to-tweet

70. The top salespeople use LinkedIn at least 6 hours per week.   [Source: The Sales Management Association]   click-to-tweet

71. 82% of buyers viewed at least 5 pieces of content from the winning vendor.   [Source: Forrester]   click-to-tweet

72. 57% of the buyer’s journey is completed before the buyer talks to sales.   [Source: Corporate Executive Board]   click-to-tweet

73. 68% of consumers feel more positive about a brand after consuming content from it.   [Source: iMedia Connection]   click-to-tweet

74. 44% of inside sales pipeline comes from marketing, and inside sales average dials are down 20% year-over-year.   [Source: Bridge Group Inc]   click-to-tweet

75. 76% of content marketers are forgetting sales enablement.   [Source: Hubspot]   click-to-tweet

76. 75% of buyers want marketers to curb the sales-speak in their content.   [Source: DemandGen Report]   click-to-tweet

77. Businesses with websites of 401-1000 pages get 6x more leads than those with 51-100 pages.   [Source: Hubspot]   click-to-tweet

78. 68% of B2B businesses use landing pages to garner a new sales lead for future conversion.   [Source: MarketingSherpa]   click-to-tweet

79. 86% of B2B buyers access business-related content on mobile devices.   [Source: Genwi]   click-to-tweet

80. An outside sales call costs $308, an inside sales call costs $50.   [Source: PointClear]   click-to-tweet

81. 46% of high-growth tech companies are growing via inside sales.   [Source: Harvard Business Review]   click-to-tweet

82. Lost sales productivity and wasted marketing budget costs companies at least $1 trillion a year   [Source: The B2B Lead]   click-to-tweet

83. 50% of sales time is wasted on unproductive prospecting.   [Source: The B2B Lead]   click-to-tweet

84. 71% of sales reps say they spend too much time on data entry   [Source: Toutapp]   click-to-tweet

85. Only 33% of inside sales rep time is spent actively selling.   [Source: CSO Insights]   click-to-tweet

86. By 2020, customers will manage 85% of their interaction with the enterprise without interacting with a human.   [Source: Gartner]   click-to-tweet

87. The average sales person makes 8 dials per hour and prospects for 6.25 hours to set 1 appointment.   [Source: Ovation Sales Group]   click-to-tweet

88. Nearly 57% of B2B prospects and customers feel that their sales teams are not prepared for the first meeting.   [Source: IDC]   click-to-tweet

89. 88% of missed opportunities were caused because sales couldn’t find or leverage internal resources.   [Source: Qvidian]   click-to-tweet

90. Companies with aligned sales and marketing generated 208% more revenue from marketing   [Source: MarketingProfs]   click-to-tweet

91. When sales and marketing teams are in sync, companies became 67% better at closing deals   [Source: Marketo]   click-to-tweet

92. 61% of B2B marketers send all leads directly to Sales; however, only 27% of those leads will be qualified.   [Source: MarketingSherpa]   click-to-tweet

93. A whopping 68% of B2B organizations have not identified their funnel.   [Source: MarketingSherpa]   click-to-tweet

94. Alignment of sales and marketing impacts revenue growth up to 3 times   [Source: Bulldog Solutions]   click-to-tweet

95. Only 30% of CMOs have a clear process or program to make marketing and sales alignment a priority   [Source: CMO Council]   click-to-tweet

96. Companies with “dynamic, adaptable sales and marketing processes” reported an average of 10% more sales people on-quota compared to other companies   [Source: CSO Insights]   click-to-tweet

97. Companies with mature lead generation and management practices have a 9.3% higher sales quota achievement rate.   [Source: CSO Insights]   click-to-tweet

98. 46% of marketers with mature lead management processes have sales teams that follow up on more than 75% of marketing-generated leads.   [Source: Forrester Research]   click-to-tweet

99. Sales reps ignore 50% of marketing leads   [Source: The B2B Lead]   click-to-tweet

100. B2B companies’ inability to align sales and marketing teams has cost them upwards of 10% or more of revenue per year.   [Source: IDC]   click-to-tweet

101. Just 56% of B2B organizations verify valid business leads before they are passed to Sales   [Source: MarketingSherpa]   click-to-tweet

102. Only 44% of companies are using any kind of lead scoring system   [Source: DecisionTree]   click-to-tweet

103. 38% of CMOs said that aligning and integrating sales and marketing was a top priority in 2014.   [Source: CMO Council]   click-to-tweet

104. Automated & enforced sales processes generate 88% quota attainment.   [Source: Velocify]   click-to-tweet

105. B2B organizations with tightly aligned sales and marketing operations achieved 24% faster three-year revenue growth, and 27% faster three-year profit growth   [Source: SiriusDecisions]   click-to-tweet

106. Organizations with tightly aligned sales and marketing functions enjoyed 36% higher customer retention rates   [Source: MarketingProfs]   click-to-tweet

107. 57% of B2B organizations identify ‘converting qualified leads into paying customers’ as a top funnel priority.   [Source: MarketingSherpa]   click-to-tweet 

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