Mind-Blowing Sales Statistics
Earlier this month I was alerted to a phenomenal sales article on 73 Mind-Blowing Sales Statistics. If people would read it, I'd go over why literally every bullet point in it is important. Unfortunately that would be an insanely long blog. I'd beg everyone who's serious about their sales career to read the entire article. That said, here's 5 statistics from the article that I think are critical for reps and managers to pay attention to.
#13 - Seven in 10 B2B buyers watch a video sometime during their buying process. Use that to your advantage, and send them a customized video. I've been very open about how critical I think video is to the current sales process. What I didn't expect was to take a step back to think about how that plays out on the B2B side. This statistic genuinely blew me away...but it shows that utilizing video is becoming critical to every aspect of sales.
#20 - The vast majority of prospects want to read emails at 5 and 6 a.m. (Who knew there were so many early birds out there?) Use an email scheduling tool -- like the one in HubSpot Sales -- to send your message at the perfect time. On the B2B side I'm a genuine believer that game respects game. If you call a prospect early in the morning or late in the evening, you take a step towards earning their respect. I also believe that's true on the B2C side. Work with your managers to schedule early and late call hours each week. If you come in at 7 am, leave at 3 pm. If you stay until 7 pm, come in at 11 am. But emails and calls at these times will absolutely result in sales.
#32 - Top performing salespeople are up to 10 times likelier to use collaborative words and phrases than low-performing ones. With that in mind, default to "we," "us," "our," and "together" over "you," "I," "me," and "your." In sports we get so excited about our team and our product that we tend to overrun our clients. When we use the words above, it's to associate OURSELVES THE SALES REP with the team...yet we can see the power in connecting OUR POTENTIAL CLIENTS with the team. Our energy needs to be used to re-framing our conversations from giving them information to drawing our clients closer to something they already really care about. It seems easy...but we need to make a point to do it.
#43 - HubSpot Research's survey of salespeople revealed more than half rely on their peers to get tips for improving. 44% looked to their manager, 35% to team training resources, and 24% to media. This struck me. It lets me know that reps and managers need to use everything around them to continue their development. It's not only classroom training. It's not only an outside trainer. It's not only peer relationships. It's not just relying on their manager. It's not just reading blogs and listening to podcasts (damn!). It's all of them...and we need to continue to facilitate more opportunities for literally every one of those avenues to positively affect us as reps...because, as #48 tells us, training is critical to a high-performing sales team.
#65 - After a positive experience, 83% of customers would be happy to provide a referral. But salespeople aren't asking -- just 29% of customers end up giving a referral. GAME DAY GAME DAY GAME DAY! We need to be finding leads at our games and with our clients within 72 hours of the game happening. Our focus at the game and once it ends is to be getting to those customers as quickly as possible. The faster we get there, the more relevant the game experience it is, the more likely that customer is to buy...and, more importantly, to recommend. As an industry, we need to capitalize on the moments at and after our games as fast as possible.
If you asked 10 different reps, you'd get 10 different numbers. If you asked 10 different managers, you'd get 10 different numbers. The idea isn't to say which ones are right or wrong, it's to use an article like this to think. What are you doing with your sales game that the numbers say continue to do? What are the things you see in your sales game that the numbers don't support? What didn't you know that you can include? What did you know that you forgot. All credit to HubSpot here. These are 73 incredibly important pieces of sales information for all of us to think about...someone might call it mind-blowing. I did.