Only 18% of buyers trust and respect salespeople due to lack of listening, high-pressure tactics, and manipulation

DiscoverOrg research, 2017

C. Lee Smith September 27, 2020

Buyers rate two-thirds of B2B salespeople as average or poor

DiscoverOrg research, 2017

C. Lee Smith September 27, 2020

28% of decision makers say that “a testimonial from a satisfied customer can influence my buying decision if it seems credible”

Selling to SMBs Study, 2019, SalesFuel

C. Lee Smith September 27, 2020

59% of SMB decision makers say they have researched a salesperson online before they met with them. It's "how customers see you before you see them."

Selling to SMBs Study, 2019, SalesFuel

C. Lee Smith September 27, 2020

Only half of sales reps will even look at the buyer's website before a sales call

Voice of the Sales Rep Study, 2020, SalesFuel

C. Lee Smith September 27, 2020

38% of buyers say reps that "blame other people for mistakes that were likely theirs" is a deal-breaker

Selling to SMBs Study, 2019, SalesFuel

C. Lee Smith September 27, 2020

45% of SMB decision-makers want to do business with reps that "provide relevant ideas to help my business"

Selling to SMBs Study, 2019, SalesFuel

C. Lee Smith September 27, 2020

When consumers buy a new car/truck, 43% choose a dealer where the salespeople deal/negotiate fairly

AudienceSCAN 2020, March-April 2020, SalesFuel

C. Lee Smith September 27, 2020

Salespeople are considered to be among the least credible professionals in America — ranked only above members of Congress

2020 American State of Credibility survey, Credibility Nation, SalesFuel and Behavioral Resource Group

C. Lee Smith September 27, 2020

46% of sales managers say their coaching sessions include sales skills improvement discussions. 43% say these sessions include people skills improvements.

2019 Voice of the Sales Manager study, SalesFuel

C. Lee Smith December 1, 2019

Half of sales managers use behavioral assessment in their hiring process

2019 Voice of the Sales Manager study, SalesFuel

C. Lee Smith December 1, 2019

Sales managers need an average of 7 months to terminate a poorly performing rep

2019 Voice of the Sales Manager study, SalesFuel

C. Lee Smith December 1, 2019
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