50 Amazing Sales Prospecting Stats That Will Improve The Way You Sale

Sales is lifeline of any company and needless to say that sales reps play the crucial role of bringing in cash flow by acquiring new business deals. They act as the interface between the company and the buyer till the deal is not closed. One of the most important and initial step in sales is prospecting – the process of qualifying an individual or an organisation who has demonstrated the authority and desire to make a purchase decision along with the estimated capital requirement.

Plug: TeamWave – Simple CRM, Project Management & HR Software for Small Business

In this deck we have compiled the top 50 sales prospecting stats so that you can implement them in the sales strategy.

You can also go through the stats just by scrolling down.

  1. The First viable vendor to reach a decision maker has a 74% chance to win the deal if they manage to set the buying vision. [Source: Forrester] Tweet: First viable vendor to reach a decision maker has a 74% chance to win the deal if they set the buying vision. More #stats http://ctt.ec/MUzbd+

  2. Best time to email prospects is 8AM and 3PM. [Source: GetResponse] Tweet: Best time to email prospects is 8AM and 3PM. More #stats http://ctt.ec/3aedw+

  3. Only 25% of leads can become prospects and get into the sales funnel. [Source: Gleanster Research] Tweet: Only 25% of leads can become prospects and get into the sales funnel. More #stats http://ctt.ec/94f1G+

  4. 84% of the B2B decision makers start the buying process with a referral. [Source: IDC]

  5. It takes an average of eight cold call attempts to reach a prospect. In 2007, this average was 3.68. [Source: InsideSales.com]

  6. Thursday is the best day to prospect; Wednesday is second best; Tuesday is the worst. [Source: InsideSales.com]

  7. Following up with web leads within 5 minutes makes you 9 times more likely to engage with them. [Source: InsideSales.com]

  8. Less than 25% of companies who receive a web lead will respond by phone. [Source: InsideSales.com]

  9. Only 27% of web generated leads get contacted at all. [Source: InsideSales.com]

  10. 50% of buyers choose the vendor that responds first. [Source: InsideSales.com]

  11. Best time to cold call prospects is 4-5 PM; 8-10 AM second best; 11AM-2PM worst. [Source: Kellogg School of Business]

  12. Referred customers have a 16% higher lifetime value. [Source: Journal of Marketing]

  13. Only 11% of salespeople ask clients for referrals, although 91% of clients are open to provide referral. [Source: Dale Carnegie]

14. You are 4.2 times more likely to get an appointment if you have personal connection with a buyer. [Source: Sales benchmark index]

  1. 50% of sales time is wasted on unproductive prospecting. [Source: The B2B Lead]

  2. Sales reps ignore 50% of marketing leads. [Source: The B2B Lead]

  3. The average sales development rep makes 52 calls daily. [Source: The Bridge Group]

  4. It takes 18 calls to connect with a single buyer. [Source: Topo]

  5. Call back rate are less than 1% and less than 24% of sales emails are opened. [Source: Topo]

  6. Texting after contact leads to a 112.6% higher lead to engagement conversion. [Source: Velocify]

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

  8. 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]

  9. B2B buyers 5 times more likely to engage when they are introduced to the seller. [Source: LinkedIn]

  10. 44% of online consumers say that having questions answered by a live person while in the middle of an online purchase is one of the most important features a Web site can offer. [Source: Forrester]

  11. 38% of respondents said they had made their purchase due to the live chat session itself. [Source: Forrester]

  12. Companies that excel at lead nurturing generate 50% more sales ready leads at 33% lower cost. [Source: Forrester]

  13. 46% of marketers with mature lead management processes have sales teams that follow up on more than 75% of marketing-generated leads. [Source: Forrester]

  14. 25% of marketers who adopt mature lead management processes report that sales teams contact prospects within one day. [Source: Forrester]

  15. 10% of marketers without mature lead management processes reported that sales team follow-up within one day time. [Source: Forrester]

  16. 86% of B2B buyers access business-related content on mobile devices. [Source: Genwi]

  17. 50% of the generated leads are qualified, but not ready to buy right now. [Source: Gleanster Research]

  18. The chance of successfully qualifying a lead drops 4 times after waiting just 10 minutes to respond. [Source: LeadResponseManagement.org]

  19. Only 2% of cold calls result in an appointment. [Source: Leap Job]

  20. Eighty percent of sales require five follow-up calls after the first client meeting. [Source: Marketing Donut]

  21. 61% of B2B marketers send all leads directly to Sales; however, only 27% of those leads will be qualified.[Source: MarketingSherpa]

  22. Email marketing has two times higher return than cold calling. [Source: MarketingSherpa]

  23. 79% of B2B marketers don’t have a systematic approach to lead scoring. [Source: MarketingSherpa]

  24. 57% of B2B organizations identify ‘converting qualified leads into paying customers’ as a top funnel priority. [Source: MarketingSherpa]

  25. Sales team will have 56% greater chance to attain quota if they engage buyer before the buyer contacts a seller. [Source: Sales benchmark index]

  26. 73% of executives prefer to work with sales professionals referred by someone they know. [Source: Sales benchmark index]

  27. 57% of the buyer’s journey is completed before the buyer talks to sales. [Source: CEB]

  28. A direct referral lead is over 36x more valuable than a lead generated by a cold call, 10x more valuable than a trade show lead, and 4x more valuable than a web lead. [Source: InsideSales.com]

43. Customers believe that sales reps are 88% knowledgeable on product and only 24% on business expertise. [Source: Corporate Visions]

  1. Visuals are processed 60,000x faster in the brain than text. A good reason to include gripping visuals in your sales collaterals, emails and marketing content. [Source: 3M Corporation]

  2. Nurtured leads make 47% larger purchases than non nurtured leads. [Source: Annuitas Group]

  3. Businesses that use marketing automation to nurture prospects experience a 451% increase in qualified leads. [Source: Annuitas Group]

  4. 44% of inside sales pipeline comes from marketing, and inside sales average dials are down 20% year-over-year. [Source: Bridge Group Inc]

  5. Top sellers use LinkedIn six or more hours per week. [Source: Jill Konrath]

  6. Companies that excel at lead nurturing have 9% more sales reps making quota. [Source: CSO Insights]

  7. 75% of buyers want marketers to curb the sales-speak in their content. [Source: DemandGen Report]

51. Referral leads convert 30% better than leads generated from other marketing channels. [Source: R&G Technologies]

pablo (31)

21 Cold Email Opening Lines That Will Make Your Sales Leads Warm

pablo

Hi Jack,

I’m John Doe from Awesome Company and we provide smart social media solutions to growing companies.

And there goes another mail into the trash can.

We all get cold emails, but how many of us read these emails and how many actually respond ? Emails that are more likely to get a response from us actually don’t seem “cold”. So what’s the magic ingredient? We believe it all boils down to two key factors:

  • Personalization
  • Value proposition (It’s not about you, but about them)

Let’s face it – “People are self-centered and they are inquisitive about their own things”. Emails are read by the receiver in an individual capacity and what triggers the reader to continue reading (at the expense  of his/her time) is all about what you can do for them. It doesn’t matter whether you are sending 200 or 2000 mails, all the recipients will read it independently and their expectation will be unique.

In this post, we have compiled a list of “Opening lines”, which can hook your prospect into reading the rest of the email.

1) “I have been working with [Common Connection] on [Project]”

Start off by mentioning someone whom both of you know and the type of project you have completed. Tell them how you delivered value in that particular project and then go on to explain them how similar approach can be applied to solve the issue your prospect is facing.

2) “Saw your [Presentation] at [Event/Conference] and I really appreciate your solution for [problem]”

Everyone loves to know that people are actually consuming the things presented, written or said by them. It can an be interview or a conference in which your lead addressed some pain points and shared insights. Find out something which is relevant to your business offering and mention that specifically to establish the fact that you have done your home work. Connect the solution offered by you to the issue that your lead mentioned.

3) “Came to know that you’re facing challenges in [problem] and we could help you out with this by [solution]”

Directly talk about the “problem” of your prospect and use the elevator pitch to talk about the solution. Visual elements showing images or statistics can go a long way to keep them engaged and add proof to the viability of your offering.

4) “Recently found out your work at [company name] and I’m impressed by the kind of effort you have put in solving [problem]”

Find out some of the exemplary work done by your lead for his or her company  Tell them how you can help them perform better in their job and drive growth for their company.

5) “Congratulation on [achievement]”

Keep track of any recognition or award given to your lead and seize this opportunity to build a strong relationship.

6) “If you would like to [benefit of the solution], then this email will exactly tell you how to achieve this.”

This is a typical “If..then..” statement in which you grab the attention by talking about the benefits of what you are offering.

Example:

If you would like to bring down your social media spending by 50% and still get same engagement, then…

As per Ryan McGrath, this method works, because it makes a promise that by reading this mail the reader will be solve the problems.

7) “Came across your article while searching for [industry trend] and it had some great insights!”

Mention the article or blog post written by your lead and pick the insights or problem statements given by them. Show them that you truly appreciate the content and link that to what you’re offering.

8) “What if told you [statistics]”

Find out a statistic that is not known to many but very important to what your lead deals with in the professional field. Definitely a great way to show your industry expertise and your solution. 

9) “I’ve been following your blog and social media updates for sometime and there is something I’d like to discuss with you.”

This is more of a door opener when you are starting to build relationship. It establishes the lead as a subject matter expert and grabs the attention as the sender is actually interested in learning more about a specific thing that the lead had already shared. Gives an opportunity to really understand the pain points and provide the solution accordingly.

10) “You and I belong to an exclusive group of [common element].”

This type of sentence helps you build rapport with the reader. Start off with something which is common to both of you. People like to connect with those with whom their frequency matches.

Example: You are a selling ad spaces in a magazine

“You and I belong a group of people who are successful because of the deep-understanding of our customers. And by knowing where to reach our customers we make high-impact communication.”

11) “Saw the news about your company which talks about [latest event]. At a similar stage your peer faced [challenge] and I just wanted to point out that we can solve these kind of issues with [solution].”

Track the latest happenings pertaining to your leads and whenever something significant happens, reach out to them to explain your solution.

Example:

If you are from a research agency which deals with pilot studies of new products, tell your lead about how you helped a similar company to bring in some crucial tweaks to their new product by deriving actionable insights from the research.

12) “I know you must be getting bombarded with emails every day. So I’ll get straight to the point – [the benefit you can deliver to the prospect]”

Here you get straight to the point and convey the benefit of your offering. The key point here is to provide quantifiable value proposition or a razor sharp solution to a specific problem.

13) “I’ve been reading your posts for a long time, and just wondering what would be your take on [latest industry news]?”

Grab the crucial and latest development in your industry and ask the lead what would be his or her opinion on this. This is a great way to establish that the lead is a thought leader and get some brownie points in return. Again, this kind of approach will open the door to get into a conversation and give you an opportunity to convey why your solution is all the more important now (in the changing business scenario).

14) “I have a solution to [problem statement]”

Open up by stating the specific problem you are addressing and immediately start the detailed explanation.

15) “I have helped [peer company name] to achieve [outcome].”

Here you are starting with an analogy – you have already found success with another similar company and are capable of repeating the same with the lead’s company.

16) “What if I tell you, I can help you achieve [benefit]?”

Here you directly talk about the result or the outcome of using your solution.

17) “I don’t know how you feel about [benefits], but to me, …”

Here is example:

“I don’t know how you feel about turning each of the customer into a brand ambassador, but to me, it has been the reason behind my company’s success.”

This style is a master piece by Mike McCormick and as per Ryan McGrath, it is doesn’t impose anything on the reader while honestly conveying the feelings of the sender. As the sender can’t figure out the state of mind of the reader while reading the mail, in this approach the reader is not pressurized or assumed to feel about something (benefits) in a specific way. It also crafts an imagery of the benefits in the mind of the reader and gives an assurance (in an implicit way) that the reader will also experience the same if he or she goes through the email.

18) “Here is a research report on [topic] that I think will help you out.”

This one is another door opener. Here you are creating value, directly by sending a research material or an article that will be of great help to the lead.

19) “[Reference] suggested I get in touch with you.”

There is nothing better than a solid referral. Although you are reaching out to the sender for the first time, you are mentioning someone who can vouch for your work. And this definitely adds credibility to your mail.

20) “Is [problem statement] halting your company’s growth?”

Begin by posing a question that essentially tells about a major hindrance to the growth of the company. Then go on to explain what you are offering.

21) “How would you feel if I told that we specialize in solving [specific problem]?”

Well we feel relieved whenever our problems are solved. Here, you are inducing the same feeling/emotion by asking a question that conveys your expertise in solving a specific type of problem.

Don’t forget to check out these 80 amazing email subject line formulas to get higher open rate.

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