What We Learned Analyzing 281 Full Sales Cycles (1,183 Emails & Voicemails)

By Benjamin Brandall

Every SaaS company pours mountains of resources into building a sales team, creating efficient sales processes, and optimizing sales emails.

That’s because the most direct way to impact your revenues is by making sure your sales processes are as tight as possible.

But, how can you be sure you use the most effective methods to follow up with leads and close more deals?

Maybe we can help.

In partnership with PersistIQ, we analyzed the complete sales cadences of 281 SaaS companies, from intro to break-up. That included signing up for a whole heap of free trials, and then collecting over 1,000 emails and voicemail transcriptions.

If you want to get proven insights from some of the world’s best SaaS sales teams, build your ideal sales sequence and learn to write emails that close deals, then check out Inside SaaS Sales.

Inside SaaS Sales is a microsite we launched that collects and organizes every single piece of sales communication we received. It’s all there for you to browse through, swipe, and analyze.

With such a lot of data, it’d be silly not to study it to find out the key trends and share that knowledge with you. So, keep reading for our full analysis of the data!

Here are our key findings:

Key data from our sales cycles study:

  • Companies follow up for 9 days before stopping contact
  • Companies send one email per day until the end of the cycle
  • 65% of companies hand you over to an automated marketing campaign
  • Most SaaS companies have two sales contacts per lead
  • 74% of companies don’t leave voicemails
  • If a company leaves voicemails, the sales cycle length is usually 160% longer
  • 7% of emails have a false ‘re:’ in the subject line
  • 9% of companies use webinars as a sales tactic
  • The average marketing drip campaign contains 3 emails
  • MailChimp is the most common email marketing software, used by 49% of the sample

What does an average sales cadence look like?

On average, sales teams will follow up with a lead for 9 days before giving up, and send one email every day. That’s around 2 business weeks of daily contact.

While 25% of companies sent only one email before giving up, some companies like Epicor were much more persistent:

Read the full cadence

Companies like Epicor who left regular voicemails have sales cadences 160% longer on average, presumably because they take a more ‘high-touch’ approach with less automation.

For 74% of companies, phone calls aren’t even part of the process, making it possible for these companies to fully automate the lead nurturing process and save time by not following up manually with leads that don’t respond.

37% of companies made only one touchpoint (email or voicemail) upon sign-up, while 40% made between 3 and 10. The most persistent companies made up only 23% of the set, sending anywhere between 11 and 36 emails and voicemails in a month.

Email and voicemails are sent in sequence

A common pattern we found was the trend of sending an email and then leaving a voicemail soon after asking Go to the full article.

Source:: Business 2 Community

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