110 Sales and Marketing Statistics
1.

44% of salespeople give up after one follow-up.   [Source: Scripted]   2.

The average sales person only makes 2 attempts to reach a prospect.   [Source: SiriusDecisions]   3.

80% of sales require 5 follow-up phone calls after the meeting.   [Source: TheMarketing Donut]   4.

Research shows that 35-50% of sales go to the vendor that responds first.   [Source:InsideSales.com]   5.

If you follow up with web leads within 5 minutes, you’re 9 times more likely to convertthem.   [Source: InsideSales.com]   

6.

63% of people requesting information on your company today will not purchase forat least three months – and 20% will take more than 12 months to buy.   [Source:Marketing Donut]   

7.

Only 25% of leads are legitimate and should advance to sales.   [Source: GleansterResearch]   

8.

50% of leads are qualified but not yet ready to buy.   [Source: Gleanster Research]

9.

Nurtured leads produce, on average, a 20% increase in sales opportunities versus
non-nurtured leads.   [Source: Demand Gen Report]   

10. Companies that excel at lead nurturing have 9% more sales reps makingquota.   [Source: CSO Insights]   
11. Nurtured leads make 47% larger purchases than non-nurtured leads.   [Source: TheAnnuitas Group]   
12. At any given time, only 3% of your market is actively buying. 56% are not ready, 40%
are poised to begin.   [Source: Vorsight]   
13. Companies that automate lead management see a 10% or greater increase in revenue
in 6-9 months.   [Source: Gartner Research]   
14. Lead nurturing emails generate an 8% CTR compared to general email sends, whichgenerate just a 3% CTR.   [Source: HubSpot]   
15. Lead nurturing emails get 4-10 times the response rate compared to standalone emailblasts.   [Source: SilverPop/DemandGen Report]   
16. Businesses that use marketing automation to nurture prospects experience a 451%
increase in qualified leads   [Source: ANNUITAS Group]   
17. Companies that nurture leads make 50% more sales at a cost 33% less than nonnurtured leads.   [Source: Forrester Research]   BIGBUSINESS INCOMEGENERATOR

18. 25% of marketers who adopt mature lead management processes report that sales
teams contact prospects within one day. Only 10% of marketers report the same followup time without mature lead management processes.   [Source: Forrester Research]   
19. 22% of B2B organizations touch leads with lead nurturing on a weekly basis.   [Source:MarketingSherpa]   
20. 65% of B2B marketers have not established lead nurturing.   [Source: MarketingSherpa]   
21. In a typical firm with 100-500 employees, an average of 7 people are involved in mostbuying decision.   [Source: Gartner Group]   
22. Nearly 2/3 of B2B marketers identified engaging key decision makers as their topchallenge   [Source: Forrester Research]   
23. After a presentation, 63% of attendees remember stories. Only 5% rememberstatistics.   [Source: Dan & Chip Heath]   
24. Visuals are processed 60,000x faster in the brain than text. (Lesson: Use visuals inpresentations)   [Source: Neo Mammalian Studios]   
25. 70% of people make purchasing decisions to solve problems. 30% make decisions togain something.   [Source: Impact Communications]   
26. Customers believe that sales reps are 88% knowledgeable on product and only 24% on
business expertise.   [Source: Corporate Visions]   
27. 78% of decision makers polled have taken an appointment or attended an event thatcame from an email or cold call   [Source: DiscoverOrg]   
28. 95% of buyers chose a solution provider that “Provided them with ample content to help
navigate through each stage of the buying process”   [Source: DemandGen Report]   
29. The best times to email prospects are 8am and 3pm.   [Source: GetResponse]   
30. Tuesday emails have the highest open rate compared to other weekdays.   [Source:Experian]   31. Personalized emails improve click-through rates by 14%, and conversion rates by10%.   [Source: Aberdeen Group]   
32. Personalized emails including the recipient’s first name in the subject line have higher
open rates.   [Source: Retention Science]   
33. Relevant emails drive 18 times more revenue than broadcast emails.   [Source: JupiterResearch]   34. An average buyer gets 100+ emails a day, opens just 23%, and clicks on just 2% ofthem.   [Source: Tellwise]   35. 40% of emails are opened on mobile first – where the average mobile screen can only fit
4-7 words max.   [Source: ContactMonkey]   36.

33% of email recipients open emails based on subject line alone.   [Source: Convince andConvert]   BIGBUSINESS INCOME

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37.

Subject lines that create a sense of urgency and exclusivity can give a 22% higher openrate.   [Source: Email Institute]   38.

For B2B companies, subject lines that contained the words “alert” and “breaking” perform
well.   [Source: Adestra]   39.

Subject lines with more than 3 words experience a drop in open rate by over 60%.   [Source:ContactMonkey]   40. Emails with “Free” in the subject line were opened 10% more than thosewithout.   [Source: HubSpot]   
41. Emails with “Quick” in the subject line were opened 17% less than thosewithout.   [Source: HubSpot]   
42. Emails with no subject all together were opened 8% more than those with a subjectline.   [Source: HubSpot]   
43. Only 2% of cold calls result in an appointment.   [Source: Leap Job]   
44. In 2007 it took an average of 3.68 cold call attempts to reach a prospect. Today it takes 8attempts.   [Source: TeleNet and Ovation Sales Group]   45. 93% of converted leads are contacted by the 6th call attempt   [Source: Velocify]   46. On the phone, tone is 86% of our communication. Words we actually use are only 14% ofour communication.   [Source: ContactPoint]   
47. Email marketing has 2X higher ROI than cold calling, networking or tradeshows.   [Source: MarketingSherpa]   48. A team of 50 sales reps leave about 1,277 hours of voicemails per month.   [Source:RingDNA]   
49. The optimal voicemail message is between 8 and 14 seconds.   [Source: The SalesHunter]   
50. 15% of every sales reps’ time simply leaving voicemails.   [Source: RingLead]   
51. 80% of calls go to voicemail, and 90% of first time voicemails are neverreturned.   [Source: RingLead]   
52. The average voicemail response rate is 4.8%.   [Source: InsideSales]   
53. The best time to cold call is 4pm - 5pm. The second best time is 8am - 10am. The worsttimes are 11am and 2pm.   [Source: InsideSales]   54. The best days to call are Wednesdays and Thursdays from 6:45 to 9 a.m. and 4 to 6p.m.   [Source: RingDNA]   55. The worst days to call are Mondays from 6 a.m. to noon and Fridays in theafternoon.   [Source: RingDNA]   
56. Increasing customer retention rates by 5% increases profits by 25-95%   [Source: Bain &Company]   BIGBUSINESS INCOMEGENERATOR

57. 91% of customers say they’d give referrals. Only 11% of salespeople ask forreferrals.   [Source: Dale Carnegie]   58. Each year, you’ll lose 14% of your customers.   [Source: BusinessBrief.com]   
59. 83% of consumers are comfortable making a referral after a positiveexperience.   [Source: Texas Tech University]   
60. Customers are 4x more likely to buy when referred by a friend.   [Source: Neilsen]   
61. The lifetime value of a referred customer is 16% higher than a non-referredcustomer.   [Source: Journal of Marketing]   62. 65% of a company’s new business is from referrals.   [Source: New York Times]   63. A referred customer is 18% more loyal than a customer acquired through a different
method.   [Source: Journal of Marketing]   
64. A referred customer spends 13.2% more than a non-referred customer.   [Source:Journal of Marketing]   
65. 73% of salespeople using social selling as part of their sales process outperform theirsales peers and exceeded quota 23% more often.   [Source: Aberdeen]   
66. You are 70% more likely to get an appointment on an unexpected sale if you join LinkedIn
Groups.   [Source: Vorsight]   67. Social media has a 100% higher lead-to-close rate than outbound marketing.   [Source:Hubspot]   
68. 5% of B2B sales teams consider social media a successful lead generation
method.   [Source: Ken Krogue]   
69. Sales reps using social selling are 50% more likely to meet or exceed their sales
quota.   [Source: Liz Gelb-O’Connor]   
70. The top salespeople use LinkedIn at least 6 hours per week.   [Source: The SalesManagement Association]   
71. 82% of buyers viewed at least 5 pieces of content from the winning vendor.   [Source:Forrester]   
72. 57% of the buyer’s journey is completed before the buyer talks to sales.   [Source:Corporate Executive Board]   
73. 68% of consumers feel more positive about a brand after consuming content fromit.   [Source: iMedia Connection]   
74. 44% of inside sales pipeline comes from marketing, and inside sales average dials aredown 20% year-over-year.   [Source: Bridge Group Inc]   
75. 76% of content marketers are forgetting sales enablement.   [Source: Hubspot]   
76. 75% of buyers want marketers to curb the sales-speak in their content.   [Source:DemandGen Report]   BIGBUSINESS INCOMEGENERATOR

77. Businesses with websites of 401-1000 pages get 6x more leads than those with 51-100pages.   [Source: Hubspot]   
78. 68% of B2B businesses use landing pages to garner a new sales lead for futureconversion.   [Source: MarketingSherpa]   
79. 86% of B2B buyers access business-related content on mobile devices.   [Source: Genwi]   80. An outside sales call costs $308, an inside sales call costs $50.   [Source: PointClear]   
81. 46% of high-growth tech companies are growing via inside sales.   [Source: Harvard
Business Review]   
82. Lost sales productivity and wasted marketing budget costs companies at least $1 trillion
a year   [Source: The B2B Lead]   
83. 50% of sales time is wasted on unproductive prospecting.   [Source: The B2B Lead]   
84. 71% of sales reps say they spend too much time on data entry   [Source: Toutapp]   
85. Only 33% of inside sales rep time is spent actively selling.   [Source: CSO Insights]   
86. By 2020, customers will manage 85% of their interaction with the enterprise without
interacting with a human.   [Source: Gartner]   
87. The average sales person makes 8 dials per hour and prospects for 6.25 hours to set 1appointment.   [Source: Ovation Sales Group]   
88. Nearly 57% of B2B prospects and customers feel that their sales teams are not prepared
for the first meeting.   [Source: IDC]   
89. 88% of missed opportunities were caused because sales couldn’t find or leverageinternal resources.   [Source: Qvidian]   
90. Companies with aligned sales and marketing generated 208% more revenue frommarketing   [Source: MarketingProfs]   
91. When sales and marketing teams are in sync, companies became 67% better at closing
deals   [Source: Marketo]   
92. 61% of B2B marketers send all leads directly to Sales; however, only 27% of those leads
will be qualified.   [Source: MarketingSherpa]   
93. A whopping 68% of B2B organizations have not identified their funnel.   [Source:MarketingSherpa]   
94. Alignment of sales and marketing impacts revenue growth up to 3 times   [Source:Bulldog Solutions]   
95. Only 30% of CMOs have a clear process or program to make marketing and salesalignment a priority   [Source: CMO Council]   
96. Companies with “dynamic, adaptable sales and marketing processes” reported anaverage of 10% more sales people on-quota compared to other companies   [Source:CSO Insights]   BIGBUSINESS INCOMEGENERATOR

97. Companies with mature lead generation and management practices have a 9.3% highersales quota achievement rate.   [Source: CSO Insights]   
98. 46% of marketers with mature lead management processes have sales teams that follow
up on more than 75% of marketing-generated leads.   [Source: Forrester Research]   
99. Sales reps ignore 50% of marketing leads   [Source: The B2B Lead]   100. B2B companies’ inability to align sales and marketing teams has cost them upwards of10% or more of revenue per year.   [Source: IDC]   
101. Just 56% of B2B organizations verify valid business leads before they are passed toSales   [Source: Marketing Sherpa]   
102. Only 44% of companies are using any kind of lead scoring system   [Source:DecisionTree]   103. 38% of CMOs said that aligning and integrating sales and marketing was a top priority in2014.   [Source: CMO Council]   104. Automated & enforced sales processes generate 88% quota attainment.   [Source: Velocify]  
105. B2B organizations with tightly aligned sales and marketing operations achieved 24%
faster three-year revenue growth, and 27% faster three-year profit growth   [Source:SiriusDecisions]   
106. Organizations with tightly aligned sales and marketing functions enjoyed 36% higher
customer retention rates   [Source: MarketingProfs]   
107. 57% of B2B organizations identify ‘converting qualified leads into paying customers’ as atop funnel priority.   [Source: MarketingSherpa]   
108. 80% of decision makers said they found their vendors (not the other way round).
[Source: MarketingSherpa]   
109. 88% of Executive Buyers want a conversation not a presentation. [Source: Acquire B2B]   
110. 80% of sales require 5 follow-up calls after the meeting. 44% of sales reps give up after
1 follow-up. [Source: The Marketing Donut]

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