How long are sales leads good for?

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Study shows that if you get a customer voicemail, you better call them back – fast.

A study conducted by Insidesales.com and MIT Lead Response Management indicates that response time is critical for the success of closing a sale. While the differentiation between B2B and B2C is clear, the overall trend is still startling for both types of sales. The sales leads call-back time study shows a lot of interesting stats and graphs, but the upshot of them is that –

Virtual Response Time

  1. “The odds of calling to contact a lead decrease by over 10 times in the 1st hour.”
  2. “The odds of calling to qualify a lead decrease by over 6 times in the 1st hour.”
  3. “After 20 hours every additional dial your sales people make actually hurts your ability to make contact to qualify a lead.”
  4. “The odds of contacting a lead if called in 5 minutes versus 30 minutes drop 100 times.”
  5. “The odds of qualifying a lead if called in 5 minutes versus 30 minutes drop 21 times.”

Clearly, features such as visual voicemail, mobile voicemail, hunt groups, or even live answering services are not just nice-to-haves.

They’re critical to your sales bottom line.


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  • b2bleads

    Strike why the irons hot, especially when you consider that there is so much choice available out there, once a prospects moves on and forgets about you its always going to be much tougher. B2B tend to have longer cycles, while B2C is much faster.