What does a Salesman do ?

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Do you find prospecting to be the most difficult part of your job? You're not alone. More than 40% of salespeople say this is the most challenging part of the sales process, followed by closing (36%) and qualifying (22%).

There's a relationship between the number of opportunities in your pipeline each month and quota attainment. HubSpot Research found 72% of companies with less than 50 new opps per month didn't achieve their revenue goals, compared to 15% with 51 to 100 new opps and just 4% for companies with 101 to 200 new opps.

Devote time to prospecting each and every day. You should be prospecting just as much on the first day of the month or quarter as the last. Gong's data science team analyzed 15 months of data and found average salespeople made far more calls in the last month of the quarter than the first two. And the success rate of those "eleventh hour" calls were usually lower than any other month.

Almost six in 10 buyers want to discuss pricing on the first call.

More than half of prospects want to see how the product works on the first call.

Buyers are less concerned with the qualifying topics salespeople are usually most interested in: Just one in four want to discuss budget, authority, and timeline.

19% of buyers want to connect with a salesperson during the awareness stage of their buying process, when they're first learning about the product.

60% want to connect with sales during the consideration stage, after they've researched the options and come up with a short list.

20% want to talk during the decision stage, once they're decided which product to buy.

It takes an average of 18 calls to actually connect with a buyer.

Only 24% of sales emails are opened.

. Nine in 10 companies use two or more lead enrichment tools to learn more about prospects.

Seven in 10 B2B buyers watch a video sometime during their buying process. Use that to your advantage, and send them a customized video.

Videos about product features are most popular, followed by how-tos and professional reviews.

At least 50% of your prospects are not a good fit for what you sell.

77.3% of respondents said their company provides at least one quarter of their leads.

An analysis of more than 2,200 American companies found those who attempted to reach leads within an hour were nearly seven times likelier to have meaningful conversations with decision makers than those who waited even 60 minutes.

Drift tested the response time of 433 companies. Only 7% responded in the first five minutes after a form submission. More than half didn't respond within five business days.

The average person deletes 48% of the emails they receive every day. This task takes them just five minutes.

The vast majority of prospects want to read emails at 5 and 6 a.m. (Who knew there were so many early birds out there?) Use an email scheduling tool -- like the one in HubSpot Sales -- to send your message at the perfect time.

Here are the most effective words to put in your email subject line:

According to Boomerang's analysis of 300,000 emails, an all caps subject line hurts response rates by approximately 30%.

Subject lines with three to four words get more responses than shorter and longer ones.

The Boomerang team also found messages written at a third-grade reading level are 36% more likely to get a reply than those written at the college reading level.