12 startling stats about selling

Source: Based on the Slideshare by James Akwood, 20 Shocking Sales Stats

Visit u

s at:

Tecto

nic.M

arke

ting

The best time to make cold calls is

4:00-5:00pm.

The worst times are 11:00am and 2:00pm

Source: InsideSales.com and Kellogg School of Business

Opinion

This data is from volume calling and

certainly has substance. The best approach is to mix it

up.

Carry on calling the same number at 11 every day and don’t be surprised at the

result.

1

Thursday is the best day to prospect.

Wednesday is the second best.

Tuesday the worst.

Source: InsideSales.com

Opinion

Almost any day is a calling day as long as

you’re mixing it up when you’re trying to

call a particular contact.

Just don’t try Monday mornings.

2

Top sellers use

LinkedIn 6 hours a week

Source:Jill Konrath

Opinion

In house databases, bought in lists are all

very well but LinkedIn is the most

current.

And a great way of contacting buyers.

3

In 2007 it took an average of 3.68 cold call attempts to reach a prospect.

Today it takes 8.

Source: TelNet and Ovation Sales Group

Opinion

Desk-based buyers are rarer. People are

mobile based. People are home

based.

You need multiple routes – email,

phone, LinkedIn.

We recently got a lead from a stranger

in the bar.

4

Only 2% of cold calls result in an appointment

Source: Leap Job

Opinion

You need more than cold calls to reach buyers. Or

at least the RIGHT ones.

Use emails, LinkedIn, events, calls and inbound

techniques.

5

In a typical firm of 100-1500 employees an average of 7 people are involved in buying decisions.

Source: Gartner Group

Opinion

Use at least 2 target roles in a campaign, preferably more if you can afford it.

The 7 people represent 7 potential ‘ins’ for a campaign so try and target as many as the spend permits. Once you have 1, the good field salesperson

looks for the others...

6

The average salesperson makes 8 dials an hour and prospects for 6.25 hours to set one appointment.

Source: Ovation Sales Group

Opinion

Use specialist phone based sales people to make the

volume of calls needed to get a

proposition across should that be the appropriate

route.

7

50% of sales go to the first salespersonto contact the prospect

Source: InsideSales.com

Opinion

Sitting there waiting for inbound leads is all very well but you need to proactively

go find potential customers or you

will often lose.

Warm a call before hand with inbound

techniques but people buy people and the first way

you meet is usually via a phone call.

8

Email Marketing has a 2x higher ROI than cold calling, networking or trade shows.

Source: MarketingSherpa

Opinion

The ROI isn’t surprising because it

is cheap, much cheaper than

calling.

And people will read your email if it has a relevant subject and

relevant content.

Start with an email.

9

Nurtured leads make 47% larger purchases than non-nurtured leads

Source: The Annuitas Group

Opinion

We know that nurturing after a

campaign will double its output.

We recommend for 12 months.

10

You'll lose

14% of your customers each year.

Source: BusinessBrief.com

Our Opinion

Never.

Stop.

Prospecting.

12