24 B2B Sales Statistics That’ll Blow Your Sales Socks Off

24 B2B Sales Statistics That'll Blow Your Sales Socks Off

A wise person once said, "Data is the new oil." In today's hyper-competitive business environment, data provides crucial insights that can help companies adapt and thrive. This is particularly true for the world of B2B sales. With this in mind, let's dive into some eye-opening B2B sales statistics that you should know.

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Lead Generation

1: The latest research suggests that only 13% of leads will convert to opportunities. That means a lot of time is spent chasing potential clients who will never buy (source: Salesforce).

2: A staggering 61% of B2B marketers point to generating high-quality leads as their biggest challenge (source: B2B Technology Marketing Community).

Sales Email Statistics

3: Personalized emails improves click-through rates by 14% and conversion rates by 10% (source: Aberdeen Group). Tailored messages are no longer a luxury, they’re a necessity.

4: Yet, an incredible 70% of B2B sales emails are not personalized (source: TOPO). It’s time to stand out from the crowd!

Sales Follow-up Statistics

5: In B2B sales, it takes an average of 8 cold call attempts to reach a prospect (source: Telenet and Ovation Sales Group).

6: Yet, 44% of salespeople give up after one follow-up (source: The Marketing Donut). Persistence is key, folks.

Social Selling Statistics

7: Nearly 75% of buyers conduct research on social media before making a purchasing decision (source: IDC).

8: Sellers who use social media outsell their peers by 78% (source: Forbes).

The Role of Content in B2B Sales

11: A whopping 95% of buyers choose a vendor who provided them with ample content to navigate each stage of the buying process (source: DemandGen Report).

12: However, only 9% of B2B sales organizations say their sales content strategy is effective (source: SiriusDecisions).

Decision Makers

13: An average B2B buying decision involves 5.4 stakeholders (source: CEB Global).

14: Each additional decision-maker can increase the length of your sales cycle by 22% (source: Gong.io).

Sales Training

15: An investment in sales training can improve sales reps’ performance by up to 20% (source: CSO Insights).

16: Despite this, only 29% of businesses offer comprehensive training for salespeople (source: CSO Insights).

The Power of Customer Referrals

17: Prospects referred by a customer are 4 times more likely to buy (source: Nielsen).

18: Yet, 83% of satisfied customers are willing to refer products and services, but only 29% actually do (source: Texas Tech University).


CRM Statistics

19: CRM usage has been shown to increase revenue by 41% per salesperson (source: TrackVia).

20: Yet, a shocking 22% of salespeople still don’t know what a CRM is (source: HubSpot).

Video in Sales

21: Video messages get 8 times the response rate compared to traditional outreach (source: Vidyard).

22: Yet, only 13% of salespeople are comfortable creating video content (source: Gong.io).

AI and Automation in Sales

23: By 2025, it’s predicted that AI could automate 50% of business processes in the sales function (source: McKinsey).

24: However, currently, only 24% of sales teams are using AI in their process (source: Salesforce).A


These statistics offer powerful insights into the state of B2B sales. They underscore the importance of persisting with follow-ups, the potential of social selling, the untapped potential of sales training, and the increasing role of AI and automation in the sales function. These numbers also highlight the areas where many B2B sales teams are falling short – and where there’s room for improvement.

In a data-driven world, leveraging these statistics can empower sales teams to work smarter, not harder. They provide a clear guide on where to focus efforts, enabling us to navigate the challenging landscape of B2B sales with greater success. Now, go out there and make these stats work for you!

If you want to give your sales team the best chance of success, you need Lead Forensics.  Keep sales pipelines full with new active-intent prospects, get alerts when prospects revisit your website and grow existing customer accounts by knowing what they are in the market for next.  Website visitor identification and intelligence gives your sales teams what they need, when they need it to do what they do best. 

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