Top 12 Take Aways from Sales Acceleration Summit hosted by InsideSales.com

I had the privilege of attending the FREE and extremely beneficial Sales Acceleration Summit hosted by Insidesales.com yesterday #SalesSummit

I sat through 5 hours of hand-picked webinars, took 16 pages of notes, and would like to share my top 12 take-aways with you. Please connect with me on LinkedIn if you have additional questions at https://www.linkedin.com/in/leslievenetz!

  1. Empathy creates and emotional connections which elevates the sales conversation. Build emotional intelligence. 
  2. 80% of B2B (business-to-business) purchases are unplanned AND unbudgeted. Don’t fall for that false objection
  3. 80% of people who spend 1MM+ in their first year in a new job, choose to do so in the 1st 90 days.
  4. An average Executive receives 1200 unsolicited calls a year. What are you going to do differently then 1999 other people?
  5. You have a 900% increased chance of closing a deal if you follow-up within 60 minutes of the initial contact.
  6. The average adult has an attention span of 8 seconds. The average elevator ride in New York City is 110 seconds. What can you say in 8 seconds that can keep a person on the line for 110 seconds to give you a chance to make a greater impact?
  7. My personal favorite: “People buy emotionally then defend their purchases logically.”
  8. You can’t manage results – Saying you want to hit quota is like saying you want to lose weight. Just saying it gets you no closer to achieving it. If you want to hit quota you need to put the behaviors in place to help you get there or else you are lying to yourself.
  9. An average C-level Officer receives 700-800 emails a day. The return rate on a cold email is 1%. The return rate of a cold call is 15%.
  10. An average executives receives 1200 unsolicited calls a year. What are you doing different then 1199 people
  11. Accept your role: The role of a professional interrupter with value to add to a person’s day.
  12. Only 2% of sales are made on the 1st contact. Be persistent.

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