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Updated: The 13 Biggest Myths About Sales Prospecting
Still holding onto the idea that all prospects are the same or that cold calling is a thing of the...
There seems to be a constant battle in the sales world of “old school” methods versus modern agility and adaptability. True success lies somewhere in the middle. In 2o22, successful sales professionals need the skills to develop both cold calling and social selling strategies, among others. We’ve compiled a list of 22 new business statistics for the new year to show managers and their teams exactly which old school systems still work — and the current research and trends to guide strategies.
More than anything, the buyer’s journey has changed. Today, buyers are in control of when and how they educate themselves about — and interact with — your company. It helps to know how you measure up to the competition. And new business statistics prove how top performers spend their time (most top sales pros use CRMs and social media, they’re persistent, and build relationships). Additionally, knowing how bottom performers operate can save you from costly mistakes.
22 New Business Statistics to Kick Off 2022
- High-performing sales teams use nearly three times the amount of sales technology than underperforming teams. Spring CM
- Research shows that 35% to 50% of sales go to the vendor that responds first. InsideSales.com
- More than 40% of salespeople say prospecting is the most challenging part of the sales process, followed by closing (36%) and qualifying (22%). Hubspot
- Nine in 10 companies use more than two lead enrichment tools to learn more about prospects. Gartner
- 92% of sales pros give up after the fourth call, but 80% of prospects say no four times before they say yes. MarketingDonut
- Posts with videos can generate engagement rates of 50% or more. Databox
- 42% of sales reps feel they don’t have enough information before making a call. Lattice Engine
- What do buyers want from sales pros? 69% say, “Listen to my needs.” Hubspot
- Want to hit your quota faster? Social sellers hit their quotas 66% more often than those who don’t use social media. Sales Benchmark Index
- The phone is the most important tool for sales, according to 41% of sales reps. Sales Insights Lab
- The average B2B buyer who relies on social media to make buying decisions is senior, has a big budget, makes frequent purchases, and has more power to make buying decisions. Social Buying Meets Social Selling
- 73% of executives prefer to work with sales professionals referred by someone they know. IDC
- The lifetime value of referred customers is on average 16% higher than that of non-referred customers. Wharton School of Business
- B2B customers have become desensitized to words such as “reports,” “forecasts,” and “intelligence.” Adestra
- Personalized emails improve click-through rates by 14% and conversion rates by 10%. Aberdeen Group
- An analysis of more than 2,200 American companies found those who attempted to reach leads within an hour were nearly seven times likelier to have meaningful conversations with decision-makers than those who waited even sixty minutes. Harvard Business Review
- Acquiring a new customer costs five to 25 times more than keeping an existing customer. Harvard Business Review
- Stay vigilant. 83% of prospects who request info don’t buy for three to 12 months. MarketingDonut
- Salespeople spend 66% of their day on administrative tasks. Hubspot
- Best-in-class companies close 30% of sales qualified leads while average companies close 20%. Pointclear
- 48% of sales reps say that competing against low-price competitors is the biggest obstacle to closing the deal. Richardson
- 76% of B2B sales reps say that sales technology is critical to closing deals. LinkedIn