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Velocify Research Pushes Back on Non-Credible Sales Stats: White Paper Review

LP-Hero-Sales-Call-Stats
Title:
   Definitive Sales Call Statistics

Published by/Authors:   Velocify

Slma-recommended-187Gated: Yes

Download Link

Length:   11 Pages

Highlights: 

Finally someone has research that is original and doesn’t keep quoting old information and made up stats.  Key findings:

  • They show questionable stats from the National Sales Executive Association
  • “The one constant is that most sales teams completely neglect a large number of leads and usually give up too soon.”
  • 46% of leads receive between one and four calls.
  • Velocify says the optimal number of calls to a prospect is between 5-7.
  • “…The number of conversations salespeople should or shouldn’t have prior to closing a sales should be inconsequential.”
  • When to stop calling they say is more relevant and useful.
  • Chances of closing a sale are better the sooner a salesperson is able to make contact
  • The more attempts it takes to make first contact the less likely a lead is to close.
  • Stopping after only one or two failed call attempts leave a lot of money on the table.
  • 95% of all leads that eventually convert are first contacted in six or fewer call attempts.

SLMA Comments:

There is a lot more to the study and it is worth reading and thinking about.  Velocity has always been a great source for research to guide sales management.

The authors remind us to question stats that are repeated without coming from a credible research source.

Download Link

Recommended for: 

  • Presidents
  • C-Level in General
  • CFO
  • CMO
  • VP Marketing
  • Director of Marketing
  • Marketing Operations

This review was conducted independently without the advice or consent of the publisher.    

Note:  If you would like your research or e-book reviewed, you may submit it to: content@salesleadmgmtassn.com.  There is no guarantee it will be reviewed.  You may not be given notice if it is reviewed.  If you would like to submit artwork for the cover of the work along with a copy of the work, you may do so.  Members and non-members, sponsors and non-sponsors are welcomed to submit work for review.  Sponsors are given priority for white paper reviews.

 This blog is supported by the generous sponsorship of OMI - Outward MediaVanillaSoft and Goldmine CRM Software

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