Important Sales Tactics and Stats for Startups

photo-1436367050586-7c605120bf73According to Hubspot, 44% of salespeople give up after one follow-up, but 80% of sales require five. Green salespeople, unaware of what separates them from the veteran sales team can be detrimental for a startup’s bottom line over the long haul. Selling is a company’s lifeblood, and some novice sellers are never learning what’s required of them other than rudimentary outreach to prospects.In order to help combat these situations, I’ve compiled the most important concepts of a great sales department and bolstered them with statistics from Hubspot that all startup founders and sales teams should heed:

Have Patience and Follow Up

63% of people requesting information on your company today will not purchase for at least three months – and 20% will take more than 12 months to buy. – Marketing DonutThe optimal voicemail message is between 8 and 14 seconds. – Sales Hunter

Qualify Your Leads to Save Time and Money

Only 25% of leads are legitimate and should advance to sales.  – Gleanster ResearchAt any given time, only 3% of your market is actively buying. 56% are not ready, 40% are poised to begin. – Vorsight50% of sales time is wasted on unproductive prospecting. – B2B LeadIn a typical firm with 100-500 employees, an average of 7 people are involved in most buying decisions. – Gartner Group

Work in Tandem with the Marketing Department

Lead nurturing emails get 4-10 times the response rate compared to standalone email blasts. – SilverPop/DemandGen Report68% of consumers feel more positive about a brand after consuming content from it. – iMedia82% of buyers viewed at least 5 pieces of content from the winning vendor. – Forrester38% of CMOs said that aligning and integrating sales and marketing was a top priority in 2014. – CMO CouncilOrganizations with tightly aligned sales and marketing functions enjoyed 36% higher customer retention rates. – MarketingProfs

Research Your Customers’ Buying Behavior

70% of people make purchasing decisions to solve problems. 30% make decisions to gain something. – Impact Communications95% of buyers chose a solution provider that “Provided them with ample content to help navigate through each stage of the buying process”  – DemandGen ReportResearch shows that 35-50% of sales go to the vendor that responds first. – InsideSales.com

Evolve Your Outreach Strategies

Only 2% of cold calls result in an appointment. – Leap JobIn 2007 it took an average of 3.68 cold call attempts to reach a prospect. Today it takes 8 attempts. – TeleNet and Ovation Sales GroupEmail marketing has 2X higher ROI than cold calling, networking or trade shows. – MarketingSherpa80% of calls go to voicemail, and 90% of first time voicemails are never returned. – RingLead

Maintain Current Customers And Ask for Referrals

Increasing customer retention rates by 5% increases profits by 25-95% – Bain and Company91% of customers say they’d give referrals. Only 11% of salespeople ask for referrals. – Dale CarnegieCustomers are 4x more likely to buy when referred by a friend. – NeilsenRemember that it’s not just about statistics, it’s about what you learn from them. Numbers will change with time. Build a strategy that’s right for your business by using these numbers as a jumping off point to get your bearings and see where your sales team can improve by adopting different tactics.
Edward Zeiden

Edward Zeiden

Domain enthusiast and entrepreneur, Edward Zeiden, has been in the tech industry for several years. After co-founding the startup, NameLayer (subsequently acquired by Techstars) he pursued a career in