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Part 19 of 20: HubSpot Sales Statistics…With Secret Sauce Added
19. Retaining current customers is 6–7 cheaper than acquiring new ones
It’s not a new sales enablement statistic, but it’s just as true today as it was in the past. It’s cheaper to keep your current customers happy than to spend time finding new ones.
Salespeople
Is follow up a scheduled part of your weekly sales actions? Do you ask ‘What’s next?’ with each sales opportunity that closes? Like asking for referrals, staying connected with current clients is low hanging fruit (I dislike that phr…
Part 18 of 20: HubSpot Sales Statistics…With Secret Sauce Added
New salespeople need time to learn and gain confidence. Speed up this timeline by investing in sales enablement strategies, pairing new reps with seasoned team members, and using online training.
Salespeople
As a new salesperson, do you have a strategy and timeline for learning? Is practice part of your strategy? Do you OWN your learning engagement and information or do you rely on your manager to bring it to you? I invite you to m…
Part 17 of 20: HubSpot Sales Statistics…With Secret Sauce Added
Take the time to listen. Too many buyers complain that salespeople do not fully understand their needs and problems. You cannot sell a solution for a problem you don’t know about.
Salespeople
It is said “Customers don’t care how much you know until they know how much you care” and listening deeply is a fundamental skill for every salesperson to take on as a process of continuous learning. Forever. Take it on as a practice, l…
Part 14 of 20: HubSpot Sales Statistics…With Secret Sauce Added
#14 Continuous sales training = 50% higher net sales per employee
Salespeople who continuously train bring in 50 percent more sales than those who don’t. It’s a no brainer—keeping sales teams up to date and involved means more sales.
Salespeople Even veterans need to sharpen their skills, techniques, and perspective as the market and the prospect/client changes. Retail and showroom people are experiencing less foot traffic and need to learn the skills of outreach sales actions to stay curren…
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 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…
Leadership: Your Team Is a Reflection Of You
For all leaders, everywhere
I recently had an impromptu conversation with one of my favorite leaders. She was talking, with frustration, about a couple of people on her leadership team who had not produced their most important deliverables for this time, this year.
As I listened intently, I asked myself – what is in the way of this happening? Where are the obstacles – tangible or intangible? I asked her if I could ask a couple of questions, which she agreed to – after a deep sigh. I asked if th…
High Impact Actions
For sales leaders, everywhere
Many retailers use statistics to measure performance and results, and there are some constants that all retailers measure: Traffic, close ratio, average sale. All are measurable, all matter, and all have specific actions to increase them.
There are retailers who add another statistic – sales per guest/dollars per opportunity/performance index. Whatever you call it, they all measure the same thing: Total revenue divided by total traffic. It is a combination of close…
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