LEADS AND LIST GENERATION
Corporate spend on online lead generation went from $12.5bn in 2005 to $22.7bn in 2009. (hbr)
Lack of resources, such as staff, funding, and time, remains the biggest obstacle to successful lead generation for 61% of B2B marketers. (BrightTALK, 2015)
53% of marketers say half or more of their budget is allocated to lead generation, while 34% say less than half of their budget is allocated to lead generation. (BrightTALK, 2015)
74% of marketers say converting leads is their top priority. (HubSpot, 2016)
Nurtured leads produce, on average, a 20% increase in sales opportunities versus non-nurtured leads. (Demand Gen Report, 2014)
SALES TEAM
For companies with revenue up to $20m, a Sales Development Rep’s primary role is setting up introductory meetings. (Bridge Group, 2016)
Sales personnel contribute 65% to a company’s pipeline / revenue for small companies (<$5M) vs 40% for companies >$100M. (Bridge Group, 2016)
The average sales representative stays for 1.4 years before moving on. Only 15% of respondents stayed beyond 2 years. (Bridge Group, 2016)
79% of all marketing leads are never converted to sales. (Pardot)
Sales reps can spend up to 40% of their time looking for somebody to call (Insidesales)
Sales Performance & Quotas
Sales development reps who make 12 contact attempts (instead of the average 8) perform 16% better. (Bridge Group, 2016)
The top 5% of performers secure 6.7 scheduled meetings per week on average. (Funnel Clarity)
The average salesperson has 5.8 quality conversations per day. (Bridge Group, 2016)
Companies that make 9 or more attempts per prospect see 16% higher performance, peaking at the 9-12 range. (Bridge Group, 2016)
Using sales software to help standardize and automate sales processes can add 50-60% increase in outbound calls (Brian McCarthy)
Closing Deals
70% of companies say closing more deals is their top sales priority. (HubSpot, 2016)
43% of salespeople struggle most with prospecting. (HubSpot, 2016)
Prospecting is the most difficult part of the sales process for salespeople. (HubSpot, 2016)
Only 29% of people want to talk to a salesperson to learn more about a product, while 62% will consult a search engine. (HubSpot, 2016)
40% of salespeople say getting a response from prospects is getting harder. (HubSpot, 2016)
34% of salespeople say closing deals is getting harder. (HubSpot, 2016)
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