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Part 12 of 20: HubSpot Sales Statistics…With Secret Sauce Added
Self-discovered information is becoming the norm for product research and purchasing decisions. Your company needs to have targeted and relevant sales materials that are easy for customers to find.
Salespeople This is true for B2B sales and B2C. The prospect no longer relies heavily on the salesperson for information where there is much to be found online. And researching online is such an integral part of the buying p…
Part 11 of 20: HubSpot Sales Statistics…With Secret Sauce Added
Investing in CRM software and other marketing automation technology helps organize and expedite the sales process and increases sales productivity. High-performing sales teams use almost three times as much technology as underperforming teams.
Salespeople 
I still hear pushback from older salespeople on upgrading technology to be current in today’s marketplace…a reaction that is sure to diminish their sales re…
Part 10 of 20: HubSpot Sales Statistics…With Secret Sauce Added
10. Mobile sales make up 30% of all US eCommerce
Making website material mobile-friendly and having trained salespeople ready for web sales is crucial to your bottom line. If you’re not keeping up with the mobile and tablet movement, you will be left behind.
Salespeople
Consider getting a second line on your phone so that your customers can call you, or become facile with your tablet so that you can use it for sketching, web searching your competition, scheduling appointments, etc. If you aren’…
Part 9 of 20: HubSpot Sales Statistics…With Secret Sauce Added
Customers who contact you via your website expect a quick response. Leads and questions that come through your site need to trigger a response instantly within your sales team.
Salespeople This role isn’t a fit for EVERY salesperson. They need to be skilled in technology, persistent in their communication and closely tied to the marketing department so that they can participate in creating responses that are…
Part 8 of 20: HubSpot Sales Statistics…With Secret Sauce Added
Communication between sales and marketing is so important—it’s a main component of sales enablement. Marketing templates and documents need to be easily accessible and customizable.
Salespeople 
I listen to salespeople who regularly show their resistance to ongoing communication with prospects and clients as “What am I going to say or send them? The marketing department manages email blasts….” In a time when retail showrooms need to…
Part 7 of 20: HubSpot Sales Statistics…With Secret Sauce Added
7. 80% of sales need at least 5 follow-up calls after a meetingAs shown in sales enablement statistic #6, sales reps are giving up far too fast on potential clients. The majority of sales take time and continuous communication with the customer.
For Salespeople PLAN to do at least FIVE follow up calls with each prospect. Shift your thinking about this. Make each call a bit different and all of them compelling…with enthusiasm! And if you are scheduling appointments or closing as an outcome to …
Part 6 of 20: HubSpot Sales Statistics…With Secret Sauce Added
Quitting on a weak prospect may seem like a way to save time for more promising leads, but quitting too soon means missing sales. Nearly 50 percent of sales reps only make one follow-up call before giving up.
For Salespeople Can you believe this statistic?! Believe it. Look at your typical follow-up actions to get the sale when you haven’t scheduled an appointment. How many do you usually do before you give up? Consider NOT giving up until the cu…
Part 5 of 20: HubSpot Sales Statistics…With Secret Sauce Added
Sales enablement statistics show us that people are more likely to associate vague, impersonal emails with spam. Personalizing the subject line or introductory sentence of an email can make all the difference. 
For Salespeople Be specific in the subject line: “About the sofa you liked…” If you created a next step with the prospect, this will be an easy email. If you didn’t, yet got their email address, it is important that the subject line is eye-cat…
Part 4 of 20: HubSpot Sales Statistics…With Secret Sauce Added
It’s hard to break through when you’re an unknown sender. Make sure prospects are getting your messages with interesting and engaging email content, and make sure to
follow up.The salespeople who see themselves as sales and marketing experts, build a different strategy for goal achievement. Customer/client development includes steady, continuous communication and email is just one of the formats to do that.
For Salespeopl…
Part 3 of 20: HubSpot Sales Statistics…With Secret Sauce Added
This is my third in this series of posts. I am taking apart and talking about a data set that HubSpot published in 2018 on Sales Enablement Statistics. These are great bits of information for salespeople and sales managers to know in order to impact the actions they take with prospects and with selling and coaching time. Over time, I will address all 20 points. I encourage you to share how they impact YOUR actions with your team or with your prospects.
3. 95% of buyers buy from some…
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