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11 B2B Sales Stats That Will Change How You Sell

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11 B2B Sales Stats That Will Change How You Sell

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Facts and statistics are more than just interesting to read –
sales facts and figures are an important tool you can use to customize your sales delivery to your audience. Sales skills can be learned and improved: if you're willing to listen. Sales success depends on willingness to listen and commitment to improvement.
~ Anthony Caliendo, Best selling author of The Sales Assassin: Master Your Black Belt in Sales

Facts and statistics are more than just interesting to read –
sales facts and figures are an important tool you can use to customize your sales delivery to your audience. Sales skills can be learned and improved: if you're willing to listen. Sales success depends on willingness to listen and commitment to improvement.
~ Anthony Caliendo, Best selling author of The Sales Assassin: Master Your Black Belt in Sales

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11 B2B Sales Stats That Will Change How You Sell

  1. 1. www.thesalesassassin.com 11B2B Sales Stats That Will Change How You Sell by Anthony Caliendo, The Sales Assassin
  2. 2. www.thesalesassassin.com 15% decrease in the length of the sales cycle can yield 30% increase in revenue ~ Jon Miller Lesson: Spend less time trying to sell your product and more time listening to the client’s problem.
  3. 3. www.thesalesassassin.com More than 50% of all salespeople close at less than 40% ~ The TAS Group Lesson: Client qualification is essential: if you can’t meet their needs, you shouldn’t be selling to them.
  4. 4. www.thesalesassassin.com The best sales reps are 250% better at qualifying leads ~ The TAS Group Lesson: Client qualification is a skill. Like any skill, it’s learned and mastered through practice.
  5. 5. www.thesalesassassin.com Almost 50% of sales teams don’t have a play book ~ The TAS Group Lesson: Beyond your company sales goal, SMARTS goals help you achieve your personal goals.
  6. 6. www.thesalesassassin.com More than 50% of my clients are repeats and referrals from other clients. ~ Mary Ann Falkenberg, Realtor Lesson: Solve your client’s problem. Deliver exceptional customer service.
  7. 7. www.thesalesassassin.com Only 52% of salespeople can access key players ~ The TAS Group Lesson: Don’t be blocked by The Gatekeeper: research who the key player is and how to access them.
  8. 8. www.thesalesassassin.com A 1% increase in pipeline value can yield a 25% increase in revenue ~ Jon Miller Lesson: Sales reps should focus on selling to qualified decision makers.
  9. 9. www.thesalesassassin.com A 5% increase in selling time can yield a 20% increase in revenue ~ Jon Miller Lesson: Shift some sales-cycle tasks away from sales reps to free their time to concentrate on selling.
  10. 10. www.thesalesassassin.com 45% of Americans make New Year’s Resolutions. Only 8% are successful in achieving them. Lesson: Most people aren’t committed to making change. Successful sales reps are committed to change.
  11. 11. www.thesalesassassin.com 91% of customers say they’d give referrals. Only 11% of salespeople ask for one. ~ Dale Carnegie Lesson: Deliver a quality product and customer service, then ask for referrals.
  12. 12. www.thesalesassassin.com In sales, you must be 100% dedicated to what you’re doing ~ Anthony Caliendo, The Sales Assassin Lesson: You’re a salesperson: you are selling yourself! YOU are your brand!
  13. 13. www.thesalesassassin.com Facts and statistics are more than just interesting to read – sales facts and figures are an important tool you can use to customize your sales delivery to your audience. ~ Anthony Caliendo, The Sales Assassin author: The Sales Assassin: Master Your Black Belt in Sales
  14. 14. contact Anthony Caliendo About Anthony Caliendo • +20 year sales professional • Sales Trainer, Speaker, Mentor • Best Selling Author of The Sales Assassin Connect with Anthony • LinkedIn • Twitter • www.thesalesassassin.com • info@thesalesassassin.com Buy The Book: The Sales Assassin: Master Your Black Belt in Sales

Notas

  • 11 B2B sales statistics that will change how you sell ~ by Anthony Caliendo, The Sales Assassin: Sales leader, Speaker, Best Selling Author
  • More than 50% of all salespeople close at less than 40%

    Lesson: Spend less time trying to sell your product and more time listening to the client’s problem.
  • More than 50% of all salespeople close at less than 40%

    Lesson: Proper qualification is the difference between closing the sale and not getting the business! if you can’t meet your prospect’s needs, you shouldn’t be selling to them. Remember, whatever you sell, no matter what it is and to whom you’re selling, there’s competition. The person who qualifies the best wins and is on the direct path to becoming a Sales Assassin.
  • The best sales reps are 250% better at qualifying leads

    Lesson: Perfecting your client qualification skills is an art form for a Sales Assassin. Like any skill, this skill is learned and mastered through constant training and conditioning.

  • Almost 50% of sales teams don’t have a play book

    Lesson: What athletes realize is that it takes a series of small goals and accomplishments to achieve the big prize or the ultimate goal of winning the match or championship. The big prize or ultimate goal cannot be achieved without preparation or achieving a series of smaller goals that build as a foundation to greater success. SMARTS goal setting will give you an action plan to grow your business, not just a “get more sales” mentality: Specific, Measurable, Attainable, Realistic, Time-Bound and Stretch You.



  • More than 50% of my clients are repeats and referrals from other clients. ~ Mary Ann Falkenberg, Realtor

    Lesson: Solve your client’s problem. Deliver exceptional customer service. Repeat business and referrals are the result of a salesperson listening and solving their client’s problem.

  • Only 52% of salespeople can access key players

    Lesson: Don’t be blocked by The Gatekeeper: your qualification process includes researching who the key player is and how to access them.

  • Only 52% of salespeople can access key players

    Lesson: Sales organizations must align sales and marketing so that marketing is developing qualified leads and sales reps can focus on selling to qualified decision makers.

  • A 5% increase in selling time can yield a 20% increase in revenue, a 1% increase in pipeline value can yield a 25% increase in revenue, and a 15% decrease in the length of the sales cycle can yield a 30% increase in revenue. ~ Jon Miller,

    Lesson: Successful sales reps are good at selling: so let them sell. Shift some sales-cycle tasks away from sales reps to free their time to concentrate on selling

  • Only 52% of salespeople can access key players

    Lesson: 52% of Americans that make resolutions go into it with the utmost of confidence and best intentions. Most people aren’t committed to making change. Becoming a Sales Assassin means making a mental and emotional commitment to completely change your behaviors and the way you think, act and react to situations.



  • 91% of customers say they’d give referrals. Only 11% of salespeople ask for them. ~ Dale Carnegie

    Lesson: Deliver a quality product and customer service, then ask for referrals. You can’t get the sale if you don’t ask for it.




  • In sales, you must learn to be 100% dedicated to what you’re doing.

    Lesson: Focus on your job and career! You’re a salesperson: you are selling yourself. YOU are your brand

  • Facts and statistics are more than just interesting to read –
    sales facts and figures are an important tool you can use to customize your sales delivery to your audience.

    ~ Anthony Caliendo, The Sales Assassin
    author: The Sales Assassin: Master Your Black Belt in Sales
  • Anthony Caliendo has been the Ultimate Sales Assassin Master for over 25 years as a sales and marketing machine, entrepreneur, corporate visionary and sales leadership coach with exceptional sales instincts. Caliendo has discussed his sales strategies on TV and radio, and has been quoted in industry journals including Salesforce, AMA Playbook, Cheese Market News, HealthCare Business Today, In Business Magazine, and PA Realtor's Association. From Wall Street to Mortgage and Real Estate to the Food Industry and the Cigar Business, Caliendo's passion, charisma, and ability to lead and influence has catapulted him to the top of his game. Anthony Caliendo has been called an outrageous salesman, a master of change and a decisive leader. Caliendo responds by saying, "I have focused my personal and professional life on finding the passion, dedication and courage in everything I do: what I call the PDCs of sales." Anthony Caliendo lives, works and plays in South Florida with his wife Lynette and their 8 beautiful children.
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