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1. 44% of salespeople give up after one follow-up.   [Source: Scripted]

2. The average salesperson only makes 2 attempts to reach a prospect.   [Source: Sirius Decisions]

3. 80% of sales require 5 follow-up phone calls after the meeting.   [Source: The Marketing Donut]

4. Research shows that 35-50% of sales go to the vendor that responds first.   []

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

6. 63% of people requesting information on your company today will not purchase for at 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: Gleanster Research]

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: DemandGen Report]

10. Companies that excel at lead nurturing have 9% more sales reps making quota.  [Source: CSO Insights]

11. Nurtured leads make 47% larger purchases than non-nurtured leads.   [Source: The Annuitas 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, which generate just a 3% CTR.   [Source: HubSpot]

15. Lead nurturing emails get 4-10 times the response rate compared to standalone email blasts.   [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 non-nurtured leads.   [Source: Forrester Research]

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 follow-up 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 most buying decision.   [Source: Gartner Group]

22. Nearly 2/3 of B2B marketers identified engaging key decision makers as their top challenge   [Source: Forrester Research]

23. After a presentation, 63% of attendees remember stories. Only 5% remember statistics.   [Source: Dan & Chip Heath]

24. Visuals are processed 60,000x faster in the brain than text. (Lesson: Use visuals in presentations)   [Source: Neo Mammalian Studios]

25. 70% of people make purchasing decisions to solve problems. 30% make decisions to gain 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 that came 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 by 10%.   [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: Jupiter Research]

34. An average buyer gets 100+ emails a day, opens just 23%, and clicks on just 2% of them.   [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 and Convert]

37. Subject lines that create a sense of urgency and exclusivity can give a 22% higher open rate.   [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 those without.  [Source: HubSpot]

41. Emails with "Quick" in the subject line were opened 17% less than those without.  [Source: HubSpot]

42. Emails with no subject all together were opened 8% more than those with a subject line.   [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 8 attempts.   [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% of our communication.   [Source: ContactPoint]

47. Email marketing has 2X higher ROI than cold calling, networking or trade shows.  [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 Sales Hunter]

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 never returned.  [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 worst times 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 6 p.m.   [Source: RingDNA]

55. The worst days to call are Mondays from 6 a.m. to noon and Fridays in the afternoon.   [Source: RingDNA]

56. Increasing customer retention rates by 5% increases profits by 25-95%   [Source: Bain & Company]

57. 91% of customers say they’d give referrals. Only 11% of salespeople ask for referrals.  [Source: Dale Carnegie]

58. Each year, you’ll lose 14% of your customers.   [Source:]

59. 83% of consumers are comfortable making a referral after a positive experience.  [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-referred customer.   [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 their sales 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 Sales Management 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 from it.   [Source: iMedia Connection]

74. 44% of inside sales pipeline comes from marketing, and inside sales average dials are down 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]

77. Businesses with websites of 401-1000 pages get 6x more leads than those with 51-100 pages.   [Source: Hubspot]

78. 68% of B2B businesses use landing pages to garner a new sales lead for future conversion.   [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 1 appointment.   [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 leverage internal resources.   [Source: Qvidian]

90. Companies with aligned sales and marketing generated 208% more revenue from marketing   [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 sales alignment a priority   [Source: CMO Council]

96. Companies with “dynamic, adaptable sales and marketing processes” reported an average of 10% more sales people on-quota compared to other companies   [Source: CSO Insights]

97. Companies with mature lead generation and management practices have a 9.3% higher sales 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 of 10% or more of revenue per year.   [Source: IDC]

101. Just 56% of B2B organizations verify valid business leads before they are passed to Sales   [Source: MarketingSherpa]

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 in 2014.   [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 a top funnel priority.   [Source: MarketingSherpa]

By Michael Cristancho

I'm a Digital Commerce and Experience evangelist who enjoys engaging in thought-provoking conversation and mutual exploration. I am a strong believer that learning never ends, and each day brings another opportunity to grow as an individual and professional.