- 19% of buyers want to connect with a salesperson during the awareness stage of their buying process, when they're first learning about the product.
- 60% want to connect with sales during the consideration stage, after they've researched the options and come up with a short list.
- 20% want to talk during the decision stage, once they've decided which product to buy.
- At least half of your prospects are not a good fit for what you sell.
- Messages written at a third-grade reading level are 36% more likely to get a reply than those written at the college reading level.
- 77.3% of respondents said their company provides at least one quarter of their leads.
- Almost six in ten buyers want to discuss pricing on the first call.
- 9/10 companies use two or more lead enrichment tools to learn more about prospects.
- 24% of sales emails are opened.
- The vast majority of prospects want to read emails at 5 and 6 a.m.
- Subject lines with 3-4 words get more responses than shorter and longer ones.
- The average person deletes 48% of the emails they receive every day.
- 41.2% of salespeople said their phone is the most effective sales tool at their disposal
- Asking 15-18 questions over the course of your discovery call is only marginally more effective than asking 7-10. Aim for 11-14.
- The average number of calls to actually connect with a buyer is 18.
- The use of collaborative words had a positive impact on the calls and using "we" instead of "I" increased success rates by 35%.
- The most successful reps use three terms that inspire confidence five times more than low performers: certainly, definitely, and absolutely.
- "Discount" decreases close rates by 17%.
- "Show you how" drops close rates by 13% when used more than four times during a single call.
- "Contract" hurts close rates by 7%.
- "Free trial" lowers the likelihood of securing next steps by 5%.
- Your company's name harms close rates by 14% when used four-plus times in one call.
- Large quantities like "million, billion, trillion" are too abstract, so they harm close rates.
- Using social selling tools can increase win rates and deal size by 5% and 35%, respectively.
- 65% of salespeople who use social selling fill their pipeline, compared to 47% of reps who do not.
- 50% of revenue is influenced by social selling in 14 common industries, including computer software, healthcare, and marketing and advertising.
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