Inside Sales fundamentally changed with the ground breaking research first released in 2007 revealing best practices to responding to marketing generated leads.
The topic has lead to a Harvard Business Review article, Inc. Article, and countless others. It has been downloaded over eighty thousand times, and has initiated the Lead Response Management Industry. The following is an infographic of the key finding from the analysis.
The Sales Insider – The High-velocity Sales Blog
Free Lead Resonse Management Study
Answer the question, “When should companies call Web-generated leads for optimal contact and qualification ratios?”
About Dave Elkington
David Elkington started InsideSales.com in 2004 and has a rich background in technology, venture capital and corporate development. As CEO and Chairman, he continues to lead InsideSales.com to consecutive 50 to 100 percent annual growth rates since the company’s inception.
Dave co-authored the groundbreaking Lead Response industry study in 2007 and has co-authored Harvard Business Review, Kellogg School of Management and many other academic and industry research articles. He is recognized both locally and nationally as a leader and entrepreneur in the cloud computing and remote selling market segments and has a background in computer science. Dave holds a BA degree in Philosophy from Brigham Young University with minors in Business, Japanese and Hebrew. Follow
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Great infographic! I am curious what the major hurdles are for companies to correct this problem. Do most of them simply not recognize the problem, or do they recognize it but have other hurdles in the way?
Hi Paul, great question. We are preforming a follow on study with Harvard and Ohio State looking to find the answer to that question, and best resolutions. In the analysis, so far we see operational, political (internal politics), and technical as hurdles to solving the inability to respond quickly to marketing generated leads.
If I had known this years ago when I had a job in cold calling! Super valuable!