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.