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Some interesting B2B Sales and Marketing statistics  . Tweet This  

Salespeople spend one-third of their day actually talking to prospects while the rest of the day is spent on these activities

Emailing (21%)

Data Input (17%)

Prospecting & researching leads (17%)

Internal meetings (12%)

Scheduling calls (12%)

Prospecting sales stats: 

More than 40% of marketers say prospecting is the most challenging part of their day. 

50% of sales happen after the 18th call while most sales people make just 2 calls to try and reach a prospect… and even more revealing is that 44% give up after the first try. 

When it comes to cold calling it takes an average of eight cold call attempts to reach a prospect. 

42% of sales reps feel they don’t have enough information before making a call.

42% of sales reps feel they don’t have enough information before making a call. 

Most companies rely on prospecting data yet inaccurate B2B contact data wastes 27.3% of sales reps’ time. That’s 546 hours a year wasted…

One study showed that telephone outreach out-converted emails by a significant margin – 8.21% vs 0.03%

Gong found that sales people make more calls in the last few weeks of a quarter….yet the success rate of those “last minute” calls were usually lower than any other month, so it stands to reason that prospecting every day should be a goal.  

Search engines drive 93% of all website traffic, and most searches are 4 words or more. Know what your prospects are searching for so you can create the right content. 

Businesses make an average of $2 in revenue for every $1 they spend on AdWords. (Google Economic Impact Report) Do you spend money on ads? 


Nurturing Leads

If you simply sell to those who are ready to buy and ignore the rest of your leads, you’re reducing your potential revenue by half, right off the bat.

On top of that, lead nurturing is a great strategy for companies who want to increase their sales without increasing their marketing budget.

35-50% of sales go to the company that responds first, if your respond to an enquiry within an hour you are 7X more likely to have a productive conversation with a prospect. 

73% of salespeople using social selling as part of their sales process outperform their sales peers and exceeded quota 23% more often. 

Over a third (36%) of marketers are actively trying to integrate digital and traditional marketing activities, with a quarter saying they have limited integration

High growth organizations report an average of 16 touch points per prospect, within a 2-4 week span.

71% of sales reps say they spend too much time on data entry… and inaccurate B2B contact data wastes an average of 546 hours a year per full-time inside sales reps time. 

When it comes to marketing those that plan their projects and campaigns when executing against their strategy are 356% more likely to report success. 

Shockingly, nearly half (45%) of businesses don’t have a digital marketing strategy, alligned with sales and business goals, but they are doing digital marketing.

Closing the sale 

Seven in 10 B2B buyers watch a video sometime during their buying process. Use that to your advantage, and send them a customized video.

This is amazing … Drift tested the response time of 433 companies. Only 7% responded in the first five minutes after a form submission. More than half didn’t respond within five business days. That’s prospects that took time to fill in a form, create alerts so people can respond quickly or consider building a chat bot to start the conversation 

Top performing salespeople are up to 10x more likely to use collaborative words and phrases like “we,” “us,” “our,” and “together” over “you,” “I,” “me,” and “your.”

Using social selling can increase win rates and deal size by 5% and 35%, respectively.

Budget is the most common reason stronger sales opportunities fall apart.

92% of buyers trust referrals from people they know,  83% of happy customers would be happy to provide a referral….But salespeople aren’t asking — just 29% of customers are asked. Time to build thos into your digital strategy.

26% of prospects will return to your website when retargeted – but about half of companies dont have any retargeting setup. 

Sources include Hubspot, Gong, zoominfo, salesforce