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Key statistics to note for successful sales

By Aaron Hall, Standard-Examiner Contributor - | Nov 27, 2014

As you recover from the turkey-induced coma or the senseless hours of lost sleep from Black Friday shopping, gather the family around for a new holiday tradition with some sales trivia. Feel free to reorganize the following facts into questions to see if the best sellers in your household can come up with the right answers.

If you follow up with web leads within five minutes, you’re nine times more likely to convert them. Source: InsideSales.com

The best time to email prospects are 8 a.m. and 3 p.m. Source: GetResponse

The best time to cold call is 4-5 p.m. The second best time is 8-10 a.m. The worst times are 11 a.m. and 2 p.m. Source: Kellogg School of Business

Thursday is the best day to prospect. Wednesday is the second best day. Tuesday is the worst day. Source: InsideSales.com

Top sellers use LinkedIn six hours per week. Source: Jill Konrath

In 2007 it took an average of 3.68 cold call attempts to reach a prospect. Today it takes 8 attempts. Source: Ovation Sales Group

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

In a typical firm with 100-500 employees, an average of 7 people are involved in most buying decisions. Source: Gartner Group

The average salesperson makes 8 dials per hour and prospects for 6.25 hours to set 1 appointment. Source: Ovation Sales Group

The early bird gets the work. Fifty percent of sales go to the first salesperson to contact the prospect. Source: InsideSales.com

Email marketing has 2 times higher return than cold calling, networking, or trade shows. Source: MarketingSherpa

Nurtured leads make 47 percent larger purchases than non-nurtured leads. Source: The Annuitas Group

Visuals are processed 60,000 times faster in the brain than text. Use more visuals in your presentations. Source: Neo Mammalian Studios

After a presentation, 63 percent of attendees remember stories. Only 5 percent remember statistics. Source: Authors Chip and Dan Heath

Eighty percent of sales require 5 follow-up calls after the meeting. Forty-four percent of salespeople give up after 1 follow-up. Source: The Marketing Donut

Ninety-one percent of customers say they’d give referrals. Only 11 percent of salespeople ask for referrals. Source: Dale Carnegie

Each year, you’ll lose 14 percent of your customers. Never stop prospecting. Source: BusinessBrief.com

If it’s on the internet, it must be true. How do the sellers in your household measure up to these stats?

Join us a partner or member at the WSU Sales Center. Email us at salescenter@weber.edu and follow us at https://www.facebook.com/wsusales or visit our website at www.weber.edu/salescenter

Aaron Hall serves as the Executive Director at the WSU Alan E. Hall Sales Center and is a member of the Faculty in the Professional Sales Department


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