25 B2B Sales Stats That Will Change Your Sales Strategy

  • Most consumers buy after 7 contacts with a company. Most companies give up after 2. ~ Bodetree

  • 69% of sales executives believe that the buyer process is changing faster than organizations are responding to it. ~ Salesforce

  • More than 50% of all salespeople close at less than 40% ~ The TAS Group

  • 15% decrease in the length of the sales cycle can yield 30% increase in revenue ~ Jon Miller

  • 91% of customers say they’d give referrals. Only 11% of salespeople ask for one. ~ Dale Carnegie

  • On average decision makers consume 5 pieces of content before being ready to speak to a sales rep. ~ CMO Council

  • 10.8% of social sellers have closed 5 or more deals attributed to social media. ~ A Sales Guy Consulting

  • 93% of sales executives have not received any formal training on social selling. ~ Accenture

  • 77% of B2B buyers said they did not talk with a salesperson until after they had performed independent research. ~ ExecutiveBoard.com

  • 84% of B2B decision makers begin their buying process with a referral. ~ Sales Benchmark Index

  • 67% of the buyer’s journey is now done digitally. ~ Sirius Decisions

  • 80% of business decision-makers prefer to get company information from a series of articles versus an advertisement. ~ B2B PR Sense

  • 63% of consumers need to hear company claims 3-5x before they actually believe it. ~ Edelman Trust Barometer

  • Today’s sales process takes 22% longer than 5 years ago. ~ Biznology

  • Top sellers use LinkedIn 6 hours per week. ~ Jill Konrath

  • 82% of B2B decision-makers think sales reps are unprepared. ~ Biznology

  • B2B buyers are typically 57% of the way to a buying decision before actively engaging with sales. ~ CEB

  • 84% of CEOs and VPs use social media to make purchasing decisions. ~ IDC

  • Email marketing has 2x higher ROI than cold calling, networking or trade shows. ~ MarketingSherpa

  • In B2B, 65% of customers are lost because of indifference, not because of mistakes. ~ Bodetree

  • 86% of B2B buyers access business-related content on mobile devices. ~ Genwi

  • 44% of B2B marketers have generated leads via LinkedIn, whereas only 39% have generated leads through Facebook and just 30% through Twitter. ~ ReachForce

  • Only 47% of information used during a customer’s purchase decision comes from the supplier. ~ LiveHive

  • 75% of buyers want marketers to curb the sales-speak in their content. ~ DemandGen Report

  • Your buyer gets 100+ emails a day, opens just 23% and clicks on just 2% of them. ~ Tellwise

  • The Sales Assassin: Master Your Black Belt in Sales - My international best-selling sales book can teach you to be a Sales Assassin. https://www.amazon.com/Sales-Assassin-Master-Your-Black/dp/09962693

This checklist was created by anthonycaliendo

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