2015 Sales Effectiveness Report - Lead Follow-Up

January 15, 2016

"Two-thirds of companies are failing to effectively follow up"

There’s plenty of research on best practices for following-up on inbound leads. But we wanted to see how well companies did at putting those best practices into place. Using a secret shopper, we reached out to more than 300 companies across nine different industries and tracked their responses for 30 days.

We then graded them on what's known as the 4 P's of lead management: 

  • Promptness: You need to be fast if you want to be first
  • Persistence: One or two tries are rarely enough
  • Personalization: Prospects want conversation, not promotion
  • Performance: An email snagged in the spam filter looks like a non-response to a lead 

One of the most surprising results we found was that more than two-thirds of companies are failing to effectively follow up on leads.

In the 2015 Sales Effectiveness Report, you’ll discover how you measure up regarding lead follow-up (you may be surprised), and what you can do to maximize your ROI on inbound leads, using the 4 Ps as a guide. 

 

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