2017 Sales Effectiveness Infographic

December 19, 2017

Following up on leads is fundamental to driving sales. But how many companies actually follow up with their inbound leads?

For the third year in a row, we commissioned an in-depth study to track and evaluate lead follow-up efforts. Over 800 companies in 13 different industries were secret shopped over the course of three months. Here's what we found:

In 2017, a staggering 77% of companies under-touched their leads.

Check out this infographic on the 2017 state of lead follow-up. We break down the concept of successful lead follow-up into “4 P’s” – Persistence, Personalization, Promptness, and Performance – and provide actionable recommendations for each metric to help businesses target specific areas that need improvement.

 
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2017 Sales Effectiveness Report - the 4 Ps of Lead Follow-Up
2017 Sales Effectiveness Report - the 4 Ps of Lead Follow-Up

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