50 B2B Sales Statistics You Can’t Ignore!

27 Feb 2018

We’ve done a round-up of the 50 B2B Sales Statistics you can’t ignore, across referrals, social selling, cold-calling and sales training!


84% of B2B sales leaders start their individual buying journeys with referrals. Cold calling cannot reach the vast majority of B2B decision makers. Nearly 3 out of 4 business execs say that they prefer to work with sales professionals who were referred by someone they know.

84% of the B2B decision makers start the buying process with a referral.
Team Wave

84% of B2B buyers are now using referrals to start their company’s procurement process
Harvard Business Review

91% of customers say they’d give referrals, but only 11% of salespeople ask for them.

According to a Demand Generation Report, a warm referral increases the odds of a sales success up to 4 times, while 70% of B2B companies report that referrals convert betterand close faster than other type of lead.
Super Office

Cold calling

About 75% of IT leaders have attended an event or taken an appointment that came from a cold outbound email or call.
Discover Org

70% of exec-level buyers are not prepared for the questions they ask. A buyer relationship builds over time. There’s no way a sales person on a cold call can be as prepared as a social seller.

Email marketing has 2x higher ROI than cold calling. —MarketingSherpa

According to CSO Insights, 42% of sales reps feel they do not have the right information before making a sales call, whilst nearly half of companies report that their sales reps need help figuring out which accounts to prioritize. Salesforce’s own research has shown that 92% of all customer interactions happen over the phone, with 85% customers reporting being dissatisfied with their phone experience.
Sales Force

Around nine out of 10 of top-level B2B decision-makers simply do not respond to cold outreach.
Sales for Life

The Best Time To Cold Call Is Between 4:00 And 5:00 PM.
The Brevet Group

Thursday is the best day to prospect; Wednesday is second best; Tuesday is the worst.
Team Wave

2% of cold calls result in an appointment
The Marketing Blender

35-50% of sales go to the vendor that responds first.

It takes 8 cold calls for a salesperson to get in contact with a prospect, versus the 3.68 it took in 2007.
The Marketing Blender

A recent survey by InsideView found that more than 90% of decision makers said they “never” respond to cold calls
Super Office

Properly executed Inbound Marketing tactics are 10 times more effective for lead conversion compared to outbound methods.

If you call a lead in the first 5 minutes after they’ve submitted a web form, they’re 100x more likely to get on the phone.
Inside Sales

80 percent of sales require 5 follow-up calls.

Content marketing

9 out of 10 B2B buyers say online content has a moderate to major effect on purchasing decisions.
The Marketing Blender

Inbound marketing costs 62% less per lead than traditional outbound marketing.

According to the HubSpot State of Inbound 2015, Inbound Marketing is the preferred marketing strategy regardless of company type. Inbound tactics are now being used by B2Bs, B2Cs and non-profits.
Strategic Internet Consulting

B2B Companies that blog only 1-2 times per month generate up to 70% more leads than those that don’t

32% of brands are decreasing spending on outbound marketing to spend more on content marketing.
Inbound Marketing Blog

3 out of 4 inbound marketing channels cost less than any outbound channel.

32% of surveyed brands are planning to cut down on outbound marketing costs and allocate more budget for Inbound Marketing.
Inbound Marketing Blog

Social media

55% of B2B buyers search for information on social media
The Marketing Blender

Studies show that sales reps with high social network activity achieve 45% more sales opportunities, and are 51% more likely to hit their sales quotas.
Super Office

Over 70% of B2B purchase decision makers use social media to help them decide.

B2B companies have acquired a client through: LinkedIn 65%, Twitter 40%, Facebook 43%
Sales Force

85% use social networks for business
Sales Force

According to a survey, 75% of B2B salespeople indicated they were trained in the effective use of social media.
Harvard Business Review

Two-thirds of surveyed B2B Marketers believe that content is highly effective across various channels, such as public events, social media, and so forth.

78% of sales pros using social media perform better than their peers (Forbes)

5% of B2B sales teams consider social media a successful lead generation method
Sure Meeting

Social media has a 100% higher lead-to-close rate than outbound marketing
Sure Meeting

69% of sales professionals are self-taught and have no active social selling training program in place.
Brain Shark

30% of companies say their social selling training needs “a complete overhaul”.
Brain Shark

Buyers are already 57% through the purchase process before sales professionals even speak to them.

Sales skills and training

Continuous Training Gives 50% Higher Net Sales Per Employee.
The Brevet Group

58% of buyers report that sales reps are unable to answer their questions effectively.
Peak Sales Recruiting

The last 5 minutes of a sales presentation is the most memorable, so end with a story – 63% of attendees remember stories.
Red Base Interval

Companies who use post-training reinforcement sustain training 120 days longer than those who don’t (an 87% increase above those who don’t provide post-training reinforcement).
Accent Technologies

Without systematic, ongoing learning and reinforcement, approximately 50% of the learning content is not retained within five weeks, much less applied. Within 90 days, 84% of what was initially learned is lost.
Criteria for Success

Firms where salespeople use the company’s methodology and get consistent coaching see 73% quota attainment.
CSO Insights

74% of leading companies say coaching is the most important role front-line sales managers play.
Brain Shark

46% of sales reps say coaching by the sales manager is one of the BEST ways to reinforce new sales skills.
Brain Shark

43% of companies think that sales representatives need to improve their ability to prioritize accounts to focus selling effort
Pipe Drive

52% of B2B buyers said that the biggest risk of getting a purchase wrong is wasting company money
KO Marketing

Two thirds of B2B customers say they continue to engage with a losing supplier even after the winning supplier has become their likely choice.
CEB Blogs