There are many benefits to attending events like this in person – the leads, the learning, the networking.  Another is great speakers, especially those that root their points in hard data.

Below are 15 of the most important statistics I heard last week, along with their sources.  Feel free to use these in your organization to validate and drive real progress towards you own inside sales, pipeline management and sales acceleration efforts.

  • Your buyer gets 100+ emails a day, opens just 23% & clicks on just 2% of them (Tellwise) Tweet this
  • At any given time, only 3% of your market is actively buying. 56% are not ready, 40% are poised to begin (Vorsight) Tweet this
  • Automated & enforced sales processes generate 88% quota attainment (vs. 78% with merely “well documented” processes) (Velocify) Tweet this
  • 93% of converted leads are contacted by the 6th call attempt (Velocify) Tweet this
  • An outside sales call costs $308, an inside sales call costs $50 (PointClear) Tweet this
  • 46% of high-growth tech companies are growing via inside sales (vs. 21% using outside sales) (Harvard Business Review) Tweet this
  • Positive emotional connection is the #1 predictor of whether a millennial will buy (bad communication is #1 reason they won’t) (Harvard Business Review) Tweet this
  • Only 33% of inside sales rep time is spent actively selling. (CSO Insights) Tweet this
  • 44% of inside sales pipeline comes from marketing, and inside sales average dials are down 20% year-over-year (Bridge Group Inc) Tweet this
  • Sales leaders see lead volume/quality as more important than skills training & process (CSO Insights) Tweet this
  • 82% of buyers viewed at least 5 pieces of content from the winning vendor (Forrester) Tweet this
  • 71% of sales reps say they spend too much time on data entry (Toutapp) Tweet this
  • 37% of high-growth companies use inside sales as primary sales strategy (vs. 27% for field sales, 23% for internet sales, 8% for channel sales) (Pacific Crest) Tweet this
  • Texting after contact leads to a 112.6% higher lead to engagement conversion (Velocify) Tweet this
  • 78% of decision makers polled have taken an appointment or attended an event that came from an email or cold call (DiscoverOrg) Tweet this