20 Interesting B2B Sales Statistics To Sell Smarter In 2020

Easy as it may seem, however, selling is not an easy task. 

Not everyone can take up the task of facing multiple leads daily and talking their way into convincing those leads to become their permanent customers.

However, with research, the right approach and stellar strategy, you can close more sales than before. 

With this thought in mind,

we have curated the list of top 20 Interesting B2B Sales Statistics To Sell Smarter In 2020

1. Add Informative Videos To Attract Customers 

7 in 10 B2B Buyers Watch a video sometime during their buying process. 

This stat gives you an idea that talking and writing blog posts are not enough. Use personalised and engaging videos to attract the customer and to get them familiar with your product. 

2. Don’t Be Overtly Sales-y 

How pushy do you think you are while prospecting? 

17% of the salespeople think they are pushy compared to 50% of prospects. 

This stat is perfect proof of the fact that being overly pushy and sales-y is not even remotely helpful. Rather than being pushy, try to offer informative content to your audience and leave some considerable amount of time between your outreach attempts. 

3. Follow-Up Immediately 

How long do you wait before sending a follow-up email to a potential client? If this research is anything to go by, you should not even wait for 60 minutes. 

According to an analysis conducted with more than 2,200 American companies, it is revealed that the companies who attempted to reach their prospect within an hour of their enquiry were seven times likelier to have meaningful conversations and reach to some end result, juxtaposed to the companies that waited for even more than 60 minutes. 

Thus, try to reach out to your prospects as early as possible because within this time range you are still a fresh memory in their mind. 

4. Time Your Emails Perfectly 

Are you analysing which time works best for your email marketing campaign? If not, then you should start working on it now. 

According to a report, a huge number of prospects are likely to check out and read their emails as early as 5 and 6 a.m. 

For this, you don’t have to wake up as early as your prospects. All you have to do is to use an automated email marketing tool that can time your automated emails perfectly and send them to your prospects at the right time. 

5. Put The Right Words In Your Email 

Email response rate

Adding the right words in your email titles is important for the prospect to open them and give a second glance. Otherwise, the chances are that the prospect won’t even open your email, let alone giving you a response. 

Words to use in your email titles: 

  • Demo
  • Connect
  • Cancellation
  • Apply
  • Opportunity
  • Conference
  • Payments

Words that you should avoid using in your email titles: 

  • Assistance
  • Speaker
  • Press
  • Social
  • Invite
  • Join
  • Confirm

6. Don’t Write Too Much In Your Emails

I know, your fingers might be itching to type more and more about your product when you send a sales pitch or a generic email to your prospect. However, the more you write, your chances of getting a response are even lesser. 


If you write more than 2500 words in your emails, then your chances of getting a reply are abysmally low. To be exact, only one out of three people are likely to reply. This doesn’t tell that you should be extremely brief either. You are likely to get the best response rate with the emails that are written between 50 and 125 words. 

7. Pose Questions To The Buyer 

According to Gong’s analysis of 519,000 discovery calls, the number of questions asked by a salesperson is directly proportional to their chances of success. The correlation between both the figures stems from the fact that the sales and marketing professional who ask the maximum relevant questions are likely to succeed more than those who act like a mere “yes” man. 

8. Use Personalized Words 

Do you know what every top performing sales professionals have in common? 

All of them try to build a rapport with their clients. Rather than just reading out the features, they try to strike a friendly conversation with the client. 

Their success is mainly due to the use of some personalised words like “we,” “us,” “our,” and “together”. These words show the client that they are a team as compared to first-person pronouns like “you,” “I,” “me,” and “your.”

1 - Top v Low

up to 10 times likelier to use collaborative words and phrases than low-performing ones.

9. Avoid Using “Worst” Words 

According to a research from Gong, there are certain words and phrases that can drastically decrease your conversion rate. 

So steer clear of the following: 

  • When the phrase “show you how” was used 4x or more on any calls throughout the sales cycle, the companies witnessed that conversion rate dropped by 13%.
  • If you use the phrase “we provide” around four to five times in a single call then your close rate is likely to drop by 22%
  • Your company’s name: Harms close rates by 14% when used four-plus times in one call

10. Leverage Social Media 

social media

According to a survey, four out of every 10 sales and marketing professionals are now getting 2-3 deals from social media directly. 

11. There’s Always Room For Improvement 

Every salesperson requires a mentor to hone their selling skills and don’t forget that there’s always a room for improvement. 


A HubSpot Research’s survey reveals that more than half rely on their peers to get tips for improving. Furthermore, around 44% of sales professionals turn to their managers to ask for tips for improvement, 35% prefer team training resources and 24% you rather turn to media. 

12. Create A Positive Sales Experience 

Now have at the survey results which tells about the buyers’ sales experience

  • 69% of buyers say that they want salespeople to listen to their needs 
  • 61% of the buyers would prefer the sales professionals who are not pushy but subtle in their approach 
  • 61% of the buyers expect relevant information rather than something that they have no use for 
  • 51% of the prospects say that they want the sales and marketing professionals to respond in a timely manner. 

13. Top Sales Priorities




According to research, top sales priorities are:

  • 28% sales professional give first preference to closing the deals 
  • 18% salespeople are more focused on improving sales funnel efficiency. 
  • 11% of sales professional give main priority to improving their sales technology 

14. Half Of The Buyers Are Millennials 


According to Google, In 2014, people in the age group of 18- to 34-year-olds, took maximum decisions in the buying process, an increase of 70% from 2012. 

15. Referral Sales Statistic

According to —Texas Tech University

“83% of consumers are willing to refer after a positive experience—yet only 29% actually do.”

Another referral sales statistic says that people are more 4x more lily to avail your services when they are referred by a peer or a friend. 

16. Buyer Decisions Statistic 

One statistics suggest that only 29% of people want to talk to salespeople in order to get to know about the details of the product. 

Do you think that your cold-call is the way buyer makes decisions? If yes, then have a look at this eye-opening statistic: 

57% of buyer decisions are made before buyers even pick up a phone to speak to a supplier.

17. Research Is Of Paramount Importance


According to Accenture study, 94% of B2B buyers say that they actually conduct online research before making a buying decision.

A report by  Forrester, reveals that  59% of buyers prefer to do research online instead of consulting a sales professional because they believe that salespeople are likely to push their agenda rather solving the problem. 

18. Mobile Marketing Drives A Lot Of Leads 


Most people today make their B2B search queries on their smartphones, and the percentage of such people is likely to increase by about 70% by the year 2020. 

19. Optimize Your Website 

46% of people tend to exit the website which doesn’t provide a clear message as it is difficult to discern what the company does. Moreover, 37% will leave because of poor design or navigation.

Which of the sales statistics did you find the most helpful? What plans do you have for your sales department for the coming year?

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About Deepti Jain

Deepti is a senior content writer with AeroLeads. She spends a lot of time brainstorming ideas and writing marketing and sales content. She also has a knack for writing and reading about politics and prevalent social issues and regularly pens letters to the Editor of The Hindu newspaper. When she is not working, you’ll find her socializing with friends or binge-watching Netflix. (And devouring sushi).

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