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Part 19 of 20: HubSpot Sales Statistics…With Secret Sauce Added

customer retention19.    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…

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Part 16 of 20: HubSpot Sales Statistics…With Secret Sauce Added

16.    Salespeople who seek out and use referrals earn 4–5x more sales

A whopping 91 percent of customers say they would be willing to give referrals for companies and products they are happy with, but only 11 percent of salespeople ask for them!

Word-of-Mouth_Referrals-1280x720

Salespeople Yikes! These are crazy numbers! And yet, as I read them I know that AS a salesperson, this is my weakest area. Maybe it’s habit, maybe it’s discomfort asking for more than the sale that was just closed, maybe it’s a lack of skill or languag…

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Part 14 of 20: HubSpot Sales Statistics…With Secret Sauce Added

Training ongoing#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…

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Part 8 of 20: HubSpot Sales Statistics…With Secret Sauce Added

# 8  65% of sales reps can’t find content to send to prospects

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  Effective-Business-Communication-1 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…

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Part 7 of 20: HubSpot Sales Statistics…With Secret Sauce Added

followupcalls7.     80% of sales need at least 5 follow-up calls after a meeting

As 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 …

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Part 2 of 20: HubSpot Sales Statistics…With Secret Sauce Added

Hi everyone….

This is my second 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.

2. At a company with 100–500 …

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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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What do we really think about “Just Browsers”?

For showroom sales professionals, everywhere

 In a recent coaching call I was startled by the simple articulation of how one of the salespeople/designers viewed people who say that they are “Just browsing” and those people she’s been unable to connect with: “I think they are killing time and wasting mine.” Wow. I asked her to explain more about this…and it was more about her perspective, which unknown to her, was furthering her inability to connect with browseincoming customers.

Consider this: what do y…

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Ask Questions vs. Just Answer Them

For sales professionals, everywhere.
When I roleplay/practice with salespeople and play the part of the salesperson as a way of demonstrating the behavior I want them to follow, I am very conscious of my intention and behavior in the interaction: I am focused on what they are saying, use voice and body match, listen deeply and reframe their words and recreate their emotion, and ask more questions in response to what they say. These are all teachable actions and they all require repeated practic…

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