By Aliana Marino
SCORE – mentors to America’s small businesses, has gathered statistics that report on which sources are providing small businesses with the best business-to-business (B2B) sales leads and what percentage of leads convert to each stage of the sales funnel. The infographic also gathers data on the most effective sales practices for small businesses including the average number of sales calls made a day, the average response time to a web-based prospect, and how many customers choose the vendor that responds most quickly.
Best Leads Still Come From Traditional Approaches
According to data presented visually in the infographic, 39% of the “best” sales leads come from outbound marketing which include the practices of inside sales and telemarketing. The next most effective method is attending events including trade shows and webinars, followed by online (search and testimonials), media (radio and TV) and social media.
Most Sales Leads Do Not Continue Down Funnel
On average, the ratio of dials that lead to a conversation is 30:1. From there, those conversations that lead to an appointment are 3:1. Finally, the ratio of appointments that lead to an opportunity is 3:1.
Persistence and Timeliness are Key
The infographic also reveals that the average small business salesperson makes 50 calls per day and takes 39 hours to respond to a web-based inquiry. And promptness pays off: 30-50% of sales go to the vendor that responds first.
Download this month’s SCORE Infographic to access all the data regarding small businesses’ B2B sales processes.
DOWNLOAD HERE: https://www.score.org/
About SCORE
Since 1964, SCORE has helped more than 10 million aspiring entrepreneurs. Each year, SCORE provides small business mentoring, workshops and education to more than 375,000 new and growing small businesses. More than 11,000 business experts volunteer as mentors in over 320 chapters serving local communities with entrepreneur education.
For more information about starting or operating a small business, call 1-800/634-0245 for the SCORE chapter nearest you. Visit SCORE at www.score.org. Connect with SCORE at www.facebook.com/SCOREFans and www.twitter.com/SCOREMentors.
