annual 2014 lead response report by @insidesales

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Private & Confidential Sales Acceleration Technology Annual 2014 Lead Response Report

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Private & Confidential

Sales Acceleration Technology

Annual 2014 Lead Response Report

Private & Confidential

About us

History• Founded in 2004 – D. Elkington & K.

Krogue• HQ in Silicon Slopes, Utah• $40m in venture investment• 350 employees• 3 years of 100%+ annual revenue

growth

Industry leadership• #5 in U.S. software job creation – Inc.• #2 paid app on Salesforce App

Exchange• Top 100 private companies – Always

On• 1000+ business-to-business customers• 17 patents in web comms & predictive

analytics

Private & Confidential

Recent Research

Private & Confidential

BackgroundLead Response Management• Faster response=better contact• Persistent response=better contact

What is the status of lead response management for American businesses?

Private & Confidential

Methodology

Data• 14,061 companies tested• Inc. 5000, Fortune 500, and many

tradeshow affiliates

Analysis• Test leads submitted using alias

contact info• Company responses tracked using

InsideSales.com developed software

Private & Confidential

Web Lead Response Status of American

Businesses

9,538

4,031

183 309

Audited (68%)No Webform (29%)Bad Webform (1%)No Website (2%)

Private & Confidential

Key Stats: Immediacy

and Persistency

Median first phone response time• 3 hours and 8 minutes

Persistency• 4,472 of 9,538 companies (47%)

did not respond• Average number of any response

type was 2.2

Private & Confidential

First Phone Response

Times

0-5

min

30-6

0 m

in

2-4

hrs

12-2

4 hr

s

48-7

2 hr

s

4-7

days

0

50

100

150

200

250

300

350

400

121

367

197236228

105

229

165

11894

121162

First Phone Response Time

Nu

mb

er

of

Co

mp

an

ies

Private & Confidential

Overall Persistency

0 1 2 3 4 5 6 7 8 9 10 11 12 >12

0

500

1000

1500

2000

2500

3000

3500

4000

4500

50004472

2329

968

49526319314110287 54 51 44 43

296

Number of Overall Attempts

Nu

mb

er

of

Co

mp

an

ies

Private & Confidential

Phone Persistency

1 2 3 4 5 6 7 8 >80

100

200

300

400

500

600

700

800

900

779

586

292

158100

54 45 26102

Number of Phone Attempts

Nu

mb

er

of

Co

mp

an

ies

Private & Confidential

First Response

Medium

5%

70%

25%

CallEmailVoicemail

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Total Response

Medium

14%

70%

16%

CallEmailVoicemail

Private & Confidential

Response Medium

Progression1 2 3 4 5 6 7 8 9 10 11 12

>12

0%10%20%30%40%50%60%70%80%90%

100%

Email Voicemail Call

Response Attempt NumberPe

rce

nt

Me

diu

m U

sed

Private & Confidential

Industry Comparisons

• Which industries are responding fastest?• Which industries are most persistent?• Know the standard for your company.

Private & Confidential

Industry Comparisons

0:00

0:29

0:59

1:29

1:592:05

1:551:51

1:051:020:560:560:44

0:350:16

Median First Response Time Overall

Re

spo

nse

Tim

e (

ho

urs

: m

inu

tes)

Private & Confidential

Industry Comparisons

Health

care

Man

ufac

turin

g

Retai

l

Overa

ll

Educ

atio

n

Softw

are

Med

ia &

Inte

rnet

Fina

nce

Tele

com

mun

icat

ions

Busin

ess Se

rvices

0:00

3:59

7:59

11:59

15:59

19:59

21:4819:08

16:56

3:292:462:472:212:091:101:08

Median First Phone Response Time

Re

spo

nse

Tim

e (

ho

urs

: m

inu

tes)

Private & Confidential

Industry Comparisons

Educ

atio

n

Softw

are

Fina

nce

Overa

ll

Man

ufac

turin

g

Tele

com

mun

icat

ions

Med

ia &

Inte

rnet

Retai

l

Busin

ess Se

rvices

Health

care

0%

20%

40%

60%

80%

100%79%

72%63%62%60%59%57%56%55%54%

Percentage of Test Leads that Received at Least One Response

Re

spo

nse

Tim

e (

ho

urs

: m

inu

tes)

Private & Confidential

Company Size

Comparisons

1-300 employ-

ees

301-2500 employees

2501+ employees

0:00

0:14

0:29

0:44

0:59

1:14

1:29

1:44

0:48

1:38

1:28

Median First Response Time Overall

Re

spo

nse

Tim

e (

ho

urs

: m

inu

tes)

Private & Confidential

Company Size

Comparisons

1-300 employ-

ees

301-2500 employees

2501+ employees

0:00

3:00

6:00

9:00

12:00

15:00

18:00

21:00

2:22

16:56

19:34

Median First Phone Response Time

Re

spo

nse

Tim

e (

ho

urs

: m

inu

tes)

Private & Confidential

Company Size

Comparisons

1-300 employ-

ees

301-2500 employees

2501+ employees

50%

55%

60%

65%

70%

64%

57%58%

Percentage of Test Leads that Received at Least One Response

Re

spo

nse

Tim

e (

ho

urs

: m

inu

tes)

Private & Confidential

What you need to

know

• Understand. Effective lead response management will grow your business. • Identify. Know where your company

stands compared to industry, company size, and overall standards.• Change. Using the right tools,

improve your lead response strategy.

Private & Confidential

Full study available

Private & Confidential

A little about us…

Private & Confidential

Communication Gamification Data Visualization Prediction

Sales Acceleration Platform

Private & Confidential

PowerDialer™voice | email | sms | fax

• Local Presence

• Leave Voice Message

• Set Callback

• Native Salesforce Reports

• Immediate Response

Private & Confidential

PowerStandings

™points| leaderboards | badges

Private & Confidential

IDX™Sales Operation Center

Private & Confidential

Neural Sort = High Contactability

Neuralytics®score| sort| notify

• Neural Score

• Neural Sort

• Neural Notify

Private & Confidential

Sales Acceleration Technology