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Mark Pardy
Market Analyst
Dun & Bradstreet
Canada

Dun & Bradstreet
Inside Sales Process
Process, research, & best practices for Inside Sales

What you need to know before you buy or generate another lead.


Articles in our Research Center

2nd Lead Response Study from SKKU & MIT

This study talks about the optimal way to respond to leads to increase results and was presented by James Oldroyd, PHD, professor at SKKU/MIT Sloan School at the Sales 2.0 conference on May 21st, 2009 in Boston, Massachusetts.
InfoUSA Remote Sales Study

The Eye-Popping Trends of Remote Sales:

An in depth survey sent to 400,000 companies done in conjunction with infoUSA, SKKU, and MIT. The trends uncovered offer priceless insight into the 15x higher growth trends of the inside sales industry and the stagnation of traditional outside sales.
Kellogg Lead Response Management Study

Kellogg Lead Response Management Study:

This is a study focused on identifying WHEN the best time was to efficiently contact web-generated leads, and HOW to generate web leads that qualify and close at optimal rates.
MIT Lead Response Study

The Original MIT Lead Response Study:

This is a behavioral study revealing when sales representatives are most successful in contacting web-generated leads. This study reveals contact rates for time of day, day of week, and the odds of contacting web-leads in 5 minutes versus 30 minutes.
Salesforce.com Web-Generated Leads?

Salesforce.com Dreamforce Study ‘08 - How Long Does It Take Companies To Contact Web-Generated Leads?:

This is a study on 124 Dreamforce Sponsors who were audited in a ‘secret shopper’ evaluation using fictitious leads submitted on each companies website. Find out how long it took some of the biggest online companies to respond to their web-leads.
Omniture Web Leads Study

Omniture Summit Study ‘08 - Even the Highest Ranked Web Companies Don't Bother Calling You After Submitting Your Web Lead:

This is a study where responses were tracked from 5 separate inquiries made on over 500 top Web sites. Only 7.5% of companies responded by phone, 47% responded by email, and 45.1% never responded at all to any inquiry.
Lead Generation Time Wasters

15 Time Wasters of Inside Sales and Lead Generation Departments:

This whitepaper highlights the 15 time wasters that are typical for inside sales and lead generation departments and provides ‘best practices’ to help you start eliminating the problems.
Impression Marketing InsideSales

Impression Marketing™ – The Art and Science of Inside Sales:

This whitepaper focuses on 10 Steps for ‘Quadrupling Inside Sales Results’. You'll learn how your Inside Sales Representatives can start progressing a sale on every call whether they speak to a decision maker or not.

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