Here are few sales facts collated by Hub Spot:
More than 40% of salespeople say prospecting is the most challenging part of the sales process, followed by closing and qualifying
Gong analysed 15 months of data and found salespeople made far more calls in the last month of the quarter than the first two. The "eleventh hour" calls had a lower success rate than any other month so devoting time to prospecting each day is more effective.
Almost six in 10 buyers want to discuss pricing on the first call so be prepared
One in four buyers want to discuss budget, authority, and timeline
It takes an average of 18 calls to actually connect with a buyer
Only 24% of sales emails are opened
Nine in 10 companies use at least two lead enrichment tools to learn more about prospects
Seven in 10 B2B buyers watch a video sometime during their buying process
At least 50% of your prospects are not a good fit for what you sell so this needs to be factored into forecasting conversion rates
Salespeople spend just one-third of their day actually talking to prospects. They spend 21% of their day writing emails, 17% entering data, another 17% prospecting and researching leads, 12% on internal meetings, and 12% scheduling calls. Be realistic with how many leads a sales person can manage at any one time.
For more tips read what is the difference between sales and marketing, sales and marketing jargon buster, how to improve your sales pitch and business planning.