An attempt to highlight basics of sales

2. SALES CALL
 If you are in a sales call, you get the ball to the point of
momentum. It’s only good thing if they buy. If they don’t
you’ve wasted an hour or so of your life.

3. SUSPECT VS. PROSPECT

4. SUSPECT VS. PROSPECT
 Suspect is someone who is wasting your time
 Prospect is a lead worth your time and they include
• Decision makers
• Member of buying team
• Supervisor of the decision maker etc.

5. THE TRAITS
 Both Suspects and Prospects will talk to you, engage with your
content, and maybe even reply to your email and answer the phone.
However if you listen closely or ask the right questions you’ll notice
that suspect act a little suspect.

6. WHAT IS A SUSPECT
 A Suspect is a person who will stick around for a certain period of
time in the sales conversation and the funnel process without any
intention to buy your product/s you are selling.

7. PROSPECT
Leads –
List, Referrels ,
People
responded
Does the lead
evince interest
ProspectYes
Does the
prospect agree
to consider your
solution
Opportunity Purchase

8. PROSPECTING – A DIFFICULT JOB
More than 40% of
salespeople say the most
challenging part of the
sales process is finding
prospects , followed by
closing 36% and
qualifying 22%

9. FINDING NEWER OPPORTUNITIES
There’s a relationship between the number of opportunities in
your pipeline each month and quota / revenue attainment.
• 72% of companies with less than 50 new opportunities per
month didn’t achieve their revenue goals, compared to
• 15% with 51 to 100 new opportunities
• 4% for companies with 101 to 200 new opportunities
HubSpot Research

10. DEVOTING TIME TO PROSPECTING
Devote time to prospecting each and every day. You should be
prospecting just as much on the first day of the month or quarter as
the last.
Gong’s data science team analyzed 15 months of data and found
average salespeople made far more calls in the last month of the
quarter than the first two and the success rate of those “ eleventh
hour” calls were usually lower than any other month.

11. SALES CALL STATS
• It takes an average of 8 cold calls attempts to reach a prospect
• It takes an average of 18 calls to connect with a buyer.
• According to Gong analysis of 5,19,000 discovery calls, there’s a clear
relationship between the no. of questions a rep asks and their chances
of success. In other words if you want your discovery call to go well,
make sure you’re periodically posing questions to the buyer
• Asking 15-18 questions over the course of your discovery call is only
marginally more effective than asking 7-10. Aim for 11-14.

12. SALES E-MAIL STATS
• According to Boomerang analysis of 3,00,000 emails an all caps subject
line hurts response rates by approx 30%
• Subject lines with 3-4 words gets more responses than shorter or longer
ones
• Between 50-125 words should be the content of your email
• Don’t provide only information – request some too. Emails that
contain 1-3 questions are 50% likelier to get responses
• Only 24% of sales emails are opened,
• The average person deletes 48% of the emails they receive every day.
this task takes them just five minutes.

13. SALES REFERRAL STATS
 Salespeople who actually seek out and exploit referrals earn more than 4-
5% than those who don’t
 7 in 10 buyers watch a video during the buying process. Use that to your
advantage and send them a customised video.
https://blog.hubspot.com/sales/sales-statistics

14. SALES PROSPECTING STATISTICS
 92% of all customer interactions happens over a phone
 19% of buyers want to connect with a salesperson during the awareness stage of their
buying process, when they’re first learning about the product
 The best time to cold call is between 4pm and 5 pm
 35-50% of sales happens when you respond fast
 80% of sales require 5 follow ups. 44% of sales rep give up after 1 follow up.
 78% of people using social media outsell their peers
 Retaining current customers is 6-7 times less costly than acquiring new ones
 The average company loses between 10-30% of its customers every year
http://blog.thebrevetgroup.com/21-mind-blowing-sales-stats

15.  https://youtu.be/O9_EHU5BKnQ
 https://youtu.be/JrHEk4lquOo
 https://youtu.be/RauYoB0I9q4
 https://youtu.be/OocKgpiZEHY