A collection of sales stats that i use or have used in the webinars and corporate speaking / training that I do

1. First in
Wins!
Craig Elias
Chief Catalyst.

2. © COPYRIGHT Craig Elias 2002 - 2015Slide 2
When is the BEST TIMING?

3. © COPYRIGHT Craig Elias 2002 - 2015Slide 3
Status
Quo0%
Happy & Not Looking

4. Slide 4
Chasing Status Quo Leads
“You can spend time
trying to move
someone so they
become interested but
in my book that’s
wasting time.”
Linda Crawford
EVP Sales Cloud, Salesforce.com
http://bit.ly/WereAllInSales

5. © COPYRIGHT Craig Elias 2002 - 2015Slide 5
16% Searching for
Alternatives
Lead Lifecycle Management: Building a Pipeline that Never Leaks, 2009
Unhappy and Looking

6. Slide 6 http://bit.ly/ChallengerTriggers - February 26th

7. Slide 7
Get In Early

8. © COPYRIGHT Craig Elias 2002 - 2015Slide 8
Window of
Dissatisfaction™
74%
Forrester: 2012 Buyer Insights Study
Unhappy and Thinking of Looking

9. Slide 9
Michael Bosworth Says…
Requirements Company A Company B Company C
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“COLUMN FODDER”
“Column A
Enjoys a Huge
Advantage”
Customer Centric Selling:
Second Edition - Page 16

10. © COPYRIGHT Craig Elias 2002 - 2015Slide 10
The Best Leads
Specific
People Or
Businesses
Ability To Make
A Purchase
Dissatisfied With
The Status Quo*
10X
*Those recently
dissatisfied with the
Status Quo are up to
10 time more likely
to switch vendors
- Craig Elias

11. Slide 11
Brute Force Does Not Work
Bit.ly/DestructiveSalesActivity

12. Slide 12
The Tree of Discontent
Bit.ly/TreeOfDiscontent

13. © COPYRIGHT Craig Elias 2002 - 2015Slide 13
Afford
Funnel Movers
Justify
Funnel Shakers
Want
Funnel Fillers
Status
Quo
Window of
Dissatisfaction™
Searching for
Alternatives
Events That Trigger Dissatisfaction

14. © COPYRIGHT Craig Elias 2002 - 2015Slide 14
Interest
Trigger
Decision
Trigger
20,000 CONSUMERS
5 INDUSTRIES
3 CONTINENTS
http://bit.ly/McKinseyOnTriggers
* The Afford Trigger is not part of McKinsey’s original research
Afford
Trigger*
McKinsey Gets ‘It’ (2009)

15. Slide 15 * Trigger Events are not part of Google’s original research
Trigger Event*
Google Gets ‘It’ (2011)

16. Slide 16
GE Gets ‘It”
Beth Comstock
CMO & SVP
“It applies in
both a
consumer
AND
a business-to-
business
context”

17. Slide 17
“80%
of B2B purchases are
unplanned and
unbudgeted”
bit.ly/BreakingOutOfTheFunnel
DemandGen Gets ‘It’ (2013)

18. Slide 18
Fast Follow Up Is a Differentiator
0.6%
In 5 minutes
or less
bit.ly/LeadResponseManagement

19. Slide 19
Why Leverage Trigger Events
20%
More reps make
quota
http://bit.ly/AberdeenOnTriggers

20. © COPYRIGHT Craig Elias 2002 - 2015Slide 20
31%
Finding & keeping
customers was
their biggest
challenge

21. Slide 21
The Power of Focus
Increase in close rate when
you have a pipeline of
3X or less
http://bit.ly/PerfectFunnel-Sirius
32%

22. Slide 22
Brute Force Does Not Work
35%
Too much contact
was destructive to
the relationship
McKinsey Quarterly: The basics of business-to-business sales success, May 2010
1,200 purchasing decision makers in small, medium, and large companies in USA and Western Europe

23. Slide 23
Top 10 Sales Initiatives in 2014

24. Slide 24
49%
Of executives put a
vendor on a short list
based on a cold call
Calling At The Right Time Works!

25. Slide 25 Bit.ly/57PercentOfDecisionMade
57%of the buying decision is
made before a sales
person gets
involved
Ready To Buy Is TOO LATE!

26. Slide 26
Rearch Out at the Right Time
Bit.ly/OutboundWorks

27. © COPYRIGHT Craig Elias 2002 - 2015Slide 27
The Power of Focus
more likely to make quota if
they have pipelines of
3X or less
http://bit.ly/PerfectFunnel-Sirius
66%

28. Slide 28
Losing takes too much time
68%
Longer to lose a
sale than to win
Bit.ly/LongerToLose – Slide #9

29. Slide 29
70%
Want to talk to salespeople
during the ‘early stages’
of the buying process
Challenging The Challenger Sale
bit.ly/ProvideValueInEveryStage
IT Services
Marketing
Association

30. Slide 30 How Clients Buy: 2009 Benchmark Report on Professional Services Marketing and Selling from the Client Perspective
25%
Tire Kickers
25%
Short Term
50%
Long Term
75% Form Fills Buy In 24 Months

31. Slide 31
75%
Took an appointment or
attended an event based on a
well-time outbound email or call
Bit.ly/OutboundWorks

32. Slide 32
“75%
made their decision
halfway through
the process.” Steve W. Martin
Heavy Hitter Sales
What's Wrong With Your Sales Training Program
Bit.ly/DecisionAlreadyMade

33. Slide 33
Where Most Prospects Are
79%
agree there is a
problem... but are
not committed to
doing anything
about it.`
Jolles.com

34. Slide 34
Change in Executives
Spending $1Million+ on
new initiatives did so within
the first 90 days
80%

35. © COPYRIGHT Craig Elias 2002 - 2015Slide 35
Trigger Event Marketing Pays
80%
Saving in direct
marketing costs

36. Slide 36
Persistence Matters
80%
Of company
revenues come from
those
who make four
or more calls
Source: National Dry Good
Association (USA)

37. Slide 37
80%
Spent more
with those viewed
as strategic providers
Strategic Vendors Get More
Forrester: 2012 Buyer Insights Study

38. Slide 38
The Power of Focus
20% close ratio
$150,000 sale
$2,220,000
93% Increase
Marketing Equally
Sized Segments
Segment
Size
Lead
Rate
$ Value
200 9% $200K
200 7% $150K
200 5% $100K
200 3% $75K
200 1% $50k
1,000 5% $115
20% close ratio
$115,000 sale
$1,150,000
Vs.
Marketing Proportionally
Sized Segments
Segment
Size
Lead
Rate
$ Value
400 9% $200K
400 7% $150K
200 5% $100K
1,000 7.4% $150
bit.ly/TripleYourTradeshowLeads

39. Slide 39
Breaking Out Of The Funnel– DemandGen, 2013
bit.ly/BreakingOutOfTheFunnel
97%
A prospect
reached out and
initiated the process
Prospects Initiate The Sale!

40. Slide 40
The Power of Focus
bit.ly/MicroTargetSelling
100%
Increase in
growth rate

41. © COPYRIGHT Craig Elias 2002 - 2015Slide 41
Unbudgeted Buyers and Word Of Mouth
Unbudgeted buyers are:
• 2X more likely to act as a reference
• 75% more likely to share their experience on LinkedIn
discussion forums
• 50% more likely to blog about their experience
Breaking Out Of The Funnel– DemandGen, 2013
bit.ly/BreakingOutOfTheFunnel

42. Slide 42
The Power of Word Of Mouth
“…Word of mouth generates
more than twice the sales
of paid advertising…”
Bit.ly/WordOfMouthStats

43. © COPYRIGHT Craig Elias 2002 - 2015Slide 43
Trigger Event Marketing
500%
Improvement in
response rates
http://www.visiongraphics-inc.com/blog/post/what-is-
event-triggered-marketing

44. Slide 44
Triggering Better Conversion Rates
bit.ly/PredictablePipeline
530%
Improvement in
first call conversion
330%
Improvement in
second call conversion

45. Slide 45
Trigger Event Emails
600%
Higher response rate
http://bit.ly/RightTime-vs-RealTime

46. © COPYRIGHT Craig Elias 2002 - 2015Slide 46
Ready to Buy
Those who recently experienced
a financial event and can now
afford your services, are ready
are now up to 8X more likely
to buy now

47. Slide 47
5-Minute Form Fill Follow Up
900%
Increase in contact
rate vs. 60 minute
follow up
bit.ly/LeadResponseManagement

48. Slide 48 Photograph by EwanNicholson.ca
ShiftSelling.com
Craig@ShiftSelling.com
+1.403.874.2998