This document discusses the effectiveness of various sales techniques including social media, blogging, referrals, and follow up attempts. It finds that salespeople who use social media outsell peers by 23% and exceed quotas more often. B2B companies that blog generate more leads and traffic than those without blogs. Making contact with second-degree LinkedIn connections results in appointments 50% of the time. Referrals result in appointments 80% of the time, yet only 11% of salespeople ask for them. Most sales are made between the 5th to 12th contact, so frequent follow up is important, however many salespeople do not make enough contact attempts.

1. Sales Statistics
Prospecting
Carlos Garrido & Antonio Garrido
79%of salespeople who use social media
outsell their peers.
They are also
23% more successful at exceeding quota.
B2B companies that blog generate 67% more leads
than those without blogs… and blogging increases
web traffic by 55%
Contact with a second-degree connection on LinkedIn
results in an appointment 50%of the time
Over 70% of B2B decision makers
use social media to help them decide
Referrals
91% of customers say they’d give referrals.
!
11% of salespeople ask for referrals.
Referrals result in appointments 80% of the time.
“In sales, a referral is the key to the door of resistance.”
Bo Bennett
http://www.absolute.sandler.com
http://www.twitter.com/SandlerASDMiami
http://bit.ly/AbsoluteSalesDevelopment
Sandler Training In Miami
Absolute Sales Development, Inc.
5000 SW 75th Ave
Suite 101
Miami, FL 33155
(786) 527-0277 Antonio Garrido
(786) 547-9610 Carlos Garrido
ALWAYS MAKE AT LEAST 6 CALL ATTEMPTS!
Your chances of making contact increases to 90%!
Social Selling
Top sellers use LinkedIn 6 hours per week; do you?
Sandler Rule #7: “You don’t have to like
prospecting, you just have to do it”.
2% of sales
are made on
the 1st contact
3% are made on
the 2nd contact
5% are made on the 3rd
contact
10% are made on the 4th contact
80% of sales are made on the 5th to 12th
contact!
48% of salespeople never follow up
25% stop after the 2nd
attempt
12% stop after the
3rd attempt
ONLY 10%
make more than
3 contacts!
LinkedIn The Sandler Way
http://bit.ly/LinkedInTheSandlerWayFREE