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Mark Pardy
Market Analyst
Dun & Bradstreet
Canada

Dun & Bradstreet
Lead Response Management — Best Practices
Lead Response

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

Download the latest research about how lead response management. Download the research article of your choice in our Research Center.

Insidesales.com can help you:

  • Seamlessly import advertising leads from lead vendors right into our dialer tool in minutes.
  • Respond immediately to leads to reach them before your competition.
  • Track leads to increase contact attempts and triple contact and conversion rates.
  • Use Impression Marketing™ tools to increase conversion of leads who don't immediately convert.
  • Contact leads in under 5 minutes (find out why that's important in the MIT Lead Follow-up Study).
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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 Follow-up 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 Dreamforce Study '08 - How Long Does It Take Companies To Contact Web-Generate 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 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.

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™ - 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.