This document provides 15 statistics about inbound sales and how social media can help sales teams improve their success rates. Some key points include: - Cold calling has a very low 2.5% success rate, while 78% of salespeople using social media perform better than their peers. - 62% of salespeople who don't use social media miss their quotas, while 64% of teams using social media do reach their quotas. - Over half of the buying process is completed before a company can interact with customers, so social media allows sales teams to engage earlier in the process.

1. 15Inbound Sales Statistics
to Share with Your Team

2. about 2/3 of companies do not have
any sort of social media strategy
for those sales teams.
According to research by
The Sales Management Association,

3. Take a look at these 15 inbound selling
statistics that will help your sales team
understand why falling in line with this trend
can pay dividends.

4. 15 Inbound Sales STATISTICS
Success Rates
Here are some mind blowing
statistics about inbound sales
and the results that it will help
you achieve:

5. 1
78% of salespeople using
social media perform better
than their peers (Forbes)
SUCCESS RATES

6. Cold calling, an outbound
selling strategy, only has
a 2.5% success rate (Keller
Research Center)
2
SUCCESS RATES

7. 62% of salespeople who
do not use inbound social
selling miss their quotas (The
Aberdeen Group)
3
SUCCESS RATES

8. 64% of sales teams that use
inbound social selling reach
their quotas,
4
SUCCESS RATES

9. whereas only 49% of sales
teams who don’t reach
their quotas (The Aberdeen Group)
64% of sales teams that use
inbound social selling reach
their quotas,
4
SUCCESS RATES

10. Thanks to their inbound
social selling program, IBM
increased their sales by 400%
(IBM)
5
SUCCESS RATES

11. 98 out of 100 sales reps
who have at least 5,000
LinkedIn contacts reach or
surpass their sales quotas
(The Sales Benchmark Index)
6
SUCCESS RATES

12. These next few statistics
will give you some solid
perspective in that regard:
15 Inbound Sales STATISTICS
SOCIAL sELLING
Now you know what sellers are capable
of achieving right now via inbound
social selling, but how well is it
going to work in the future?

13. Globally, there are over
1.5 billion social media users
(McKinsey and Company)
7
SOCIAL SELLING

14. Globally, there are over
1.5 billion social media users
(McKinsey and Company)
7
SOCIAL SELLING
LinkedIn alone has almost
a quarter of a billion users
(LinkedIn)
8
SOCIAL SELLING

15. The fastest growing demographic
on Google + and Facebook is
between the ages of 45 and 54
(Business2Community)
9
SOCIAL SELLING

16. 15 Inbound Sales STATISTICS
Buyer Tendencies
Let’s take a look at how
people are using social
media to influence their
buying decisions.

17. Search
77% of B2B purchasers
said that they would
not even speak to a
salesperson until they had
done their own research
(Corporate Executive Board)
10
BUYER TENDENCIES

18. 55% of all buyers do their
research by using social
networks (IBM)
11
BUYER TENDENCIES

19. 86% of consumers buying IT
products use social media to
help them reach a decision
(Advertising Age)
12
BUYER TENDENCIES

20. 86% of consumers buying IT
products use social media to
help them reach a decision
(Advertising Age)
Over 70% of B2B purchase
decision makers use social
media to help them decide (Dell)
12
13
BUYER TENDENCIES

21. Over half (57%) of the
selling process is completed
for consumers before a
company even has a chance
to interact with them (Corporate
Executive Board)
14
BUYER TENDENCIES

22. By the time an actual
salesperson gets
involved, up to 90% of
the selling process could
be over and done with
(Forrester)
15
BUYER TENDENCIES

23. Social networking is a
powerful tool that will
help to significantly
boost the results yielded
by any sales team.

24. Make sure that all of the
members of your sales
team understand the
value therein so they
can meet or exceed
their own sales quotas,
ensuring that the team
reaches their goal.

25. Share this workbook with
your sales team and help
them find new leads using
social media.
Get the workbook