the best practices for lead response management
TRANSCRIPT
CONTACTS MADE FROM FIRST DIALS
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The best days to qualify* leads are Wednesdays and Thursdays. The best time to qualify leads is between 4:00 pm and 5:00 pm*Qualification - the stage in the lead nurturing process where the lead is willing to enter the sales process.
CONTACTS MADE FROM FIRST DIALS CONTACTS MADE FROM FIRST DIALS
Mon
Tue
Fri
Wed
Thu
Years of Data
Across many companies that respond to web-generated leads Unique leads
15,000 100,000Call attempts
For the best results, how should companies respond to their leads?
The focus
Best days to make contact Best times to make contact
(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.
As published in
RESPONSE TIME:
The moment an interested
lead completes a web form
until a sales representative
contacts them.
Contact and qualification rates drop dramatically in just minutes and continue to decrease over the next few hours.
Over 30% of leads are never contacted at all.
By just making a few more call attempts, sales reps can experience up
to a 70% increase in contact rates.
InsideSales.com has emerged as a leader in the rapidly growing sales acceleration market through the application of cloud-based communications technologies and innovative breakthroughs in predictive analytics.
The Best Practices for Lead Response ManagementBased on the research of James Oldroyd, PHD, visiting research fellow at M.I.T. & David Elkington, C.E.O. of InsideSales.com
Mission
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3 4
500
1,000
1,500
2,000
2,500
3,000
3,500
6 PM5 PM4 PM3 PM2 PM1 PM12 PM11 AM10 AM9 AM8 AM7 AM
0.0
0.5
1.0
1.5
2.0
2.5
Best daysto makecontact
2nd best time to call
Best time to respond:within 5 minutes
Always make at least 6 call attempts
Most reps give up on leads too soon
Best timeto call1,640
1,590
1,980
2,260
2,340
TUESDAY VS. THURSDAY
49%Difference
Tue Thu
0
500
1000
1500
2000
2500
3000
QUALIFYING RATESEarly afternoon vs. Late afternoon
164%Difference
1 - 2 PM 4 - 5 PM
Response time Persistence
0.0
2,000
4,000
6,000
8,000
10,000
5 MINUTES VS. 10 MINUTES
5 Min 10 Min
400%Decrease in odds of qualifying
CHANCE OF MAKING CONTACT
20%
40%
60%
80%
100%
6th5th4th3rd2nd1st
Calls
Call Attempts
AVERAGE CALL ATTEMPTS BY REPS
0%
10%
20%
30%
40%
6th5th4th3rd2nd1st
Sale
s Re
psCh
ance
90%
10x decreaseafter the first5 minutes
2,000
0
4,000
6,000
8,000
10,000
30 Min25 Min20 Min15 Min 10 Min5 Min
Response Time
Cont
acts