Click me
Transcribed

Making the most of Leads with Inside Sales

THE BEST PRACTICES FOR LEAD RESPONSE MANAGEMENT As published in BAŞED ON THE RESEARCH OF JAMES OLDROYD PHD OHIO STATE UNIVERSITY & DAVID ELKINGTON, CE.O. OF INSIDESALES.COM ja ja Harvard Business Review YEAR 1 YEAR 2 YEAR 3 ACROSS MANY COMPANIES WE EXAMINED 3 FROM OVER 15,000 THAT RESPOND TO WEB- GENERATED LEADS AND OVER 100,000 YEARS OF DATA UNIQUE LEADS CALL ATTEMPTS FIRST CALL WE FOCUSED ON I QUESTION FOR THE BEST RESULTS, HOW SHOULD O COMPANIES RESPOND TO THEIR LEADS INTERESTED LEAD AGENT THE MISSION: (1) Maximize results, (2) minimize effort. Many of the results in this study are based on first call attempts, indicating how to get the job done right the first time. BEST DAYS TO MAKE CONTACT CONTACTS MADE FROM FIRST DIALS TUESDAY VS. THURSDAY BEST DAYS TO MAKE CONTACT MONDAY 1,640 2.0F 49% DIFFERENCE TUESDAY 1,590 1.5E WEDNESDAY 2,260 THURSDAY 2,340 FRIDAY 1,980 CONTACTS TUESDAY THURSDAY According to similar graphs, Wednesdays and Thursdays are the best days to qualify* leads. * QUALIFICATION the stage in the lead nurturing process where the lead is willing to enter the sales process. BEST TIMES TO MAKE CONTACT QUALIFYING RATES CONTACTS MADE FROM FIRST DIALS 3,500 EARLY AFTERNOON VS. LATE AFTERNOON BEST TIME TO CALL 2ND BEST TIME TO CALL 3,000 2500 164% 2,500 DIFFERENCE 2,000 1,500 1,000 1-2 PM 4-5 PM 500 7:00 8:00 9:00 10:00 11:00 12:00 1:00 2:00 3:00 4:00 5:00 6:00 i According to similar graphs, between 4:00 and 5:00 is the best time to qualify leads. RESPONSE TIME 10 MINUTES VS. 5 MINUTES GET 'EM WHILE THEY'RE HOT! Tell me more. SUBMIT CONTACTS MADE FROM FIRST DIALS INTERESTED LEAD 10,000 BEST TIME TO RESPOND: WITHIN 5 MINUTES REPONSE TIME = The moment an interested lead completes a web form until a sales represen- 8,000 tative contacts them. 6,000 10x 10 MINUTES VS. 5 MINUTES DECREASE AFTER THE FIRST 5 MINUTES 4,000 10,000 8,000 - 2,000 900% 6,000 INCREASE IN CONTACT RATES 5 min 10 min 15 min 20 min 25 min 30 min 4,000 RESPONSE TIME 2,000 According to similar graphs, contact and qualification rates also drop dramatically over a span of hours. 10 min 5 min 4 PERSISTENCE CHANCE OF MAKING CONTACT AVERAGE CALL ATTEMPTS BY REPS 90% 100% ↑ 40% 1 CALL MOST REPS GIVE UP ON LEADS TOo SOON 6" CALL 5" CALL 4" CALL 2 CALLS 3" CALL 3 CALLS 2- CALL ALWAYS MAKE AT LEAST 4 CALLS 6 CALL ATTEMPTS 5 CALLS 6 CALLS 20% CALL Over 30% of leads are never contacted at i all. By just making a few more call attempts, reps will experience 70% more contacts! 5 RESPONSE AUDIT FICTITIOUS LEADS FAIL FAIL FAIL 55% THE AVERAGE COMPANY MAKES THE AVERAGE COMPANY TAKES 44 V Tell me more. 1.5 OF COMPANIES SUBMIT HOURS DON'T CALL ATTEMPTS TO RESPOND TO LEADS RESPOND AT ALL As part of their ResponseAudit service, InsideSales.com has used fictitious leads to fill out web forms ши for thousands of companies in order to assess response time and quality. Here are some startling trends. mи ши According to our research, most companies throw away business by failing to respond to leads properly. www.responseaudit.com (is.) InsideSales.com is the industry leader of sales automation and dialing solutions, specializing in immediate response technology. Start a free trial and see how you can sell more. CONTACTS CHANCE - PERCENTAGE OF REPS

Making the most of Leads with Inside Sales

shared by randallhscott on Jun 12
3,512 views
4 shares
2 comments
A great infographic based on a study done with Harvard Business School and InsideSales.com

Tags

harvard

Source

Unknown. Add a source

Category

Business
Did you work on this visual? Claim credit!

Get a Quote

Embed Code

For hosted site:

Click the code to copy

For wordpress.com:

Click the code to copy
Customize size