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Mark Pardy
Market Analyst
Dun & Bradstreet
Canada
“Each rep is making between 200 and 300 calls per day and they can leave a voicemail or email with the click of a single button.”
Don Pinansky
eBenefits Direct

New Research Released at salesforce.com’s Dreamforce 2012 Shows Companies Responding Faster to Leads

InsideSales.com releases largest research study of its kind with over 4,300 companies “secret shopped” with leads submitted on their website. Average response time drops by 18.2% to 34.6 hours from 42.3 hours.

ResponseAudit

SAN FRANCISCO - Sept. 20, 2012 - InsideSales.com, the leading cloud-based provider of sales automation and analytics for inside sales professionals today announced the results of the largest research study ever done on the response practices of companies to their own internet leads. The announcements were made initially to companies on the show floor at Dreamforce 2012, the industry leading trade show of salesforce.com.

Two months prior to the show, the InsideSales.com research team submitted a fictitious web lead that looks real enough to get past lead scoring algorithms of even the very best marketing automation companies (Marketo, Eloqua, and Act-On are all customers). The leads have a compelling identity, website, phone number, and email address that is a corporate domain (not Gmail or Hotmail account, for example).

Then the patent-pending technology tracks how fast companies respond by both email and phone call attempts, voice messages left, and emails sent. The system then pulls all of this information into a benchmark report for the individual company. All of these individual reports are available in .pdf format by contacting an InsideSales.com representative.

“The average response time dropped significantly this year for the first time in five years of doing this,” said Dave Elkington, CEO and Founder of InsideSales.com. “Companies are starting to realize that immediacy and persistency in responding to leads make a huge impact on the results that come from those leads. This improvement appears to coincide with the recent wide spread adoption in enterprise companies of inside sales teams and practices. We are excited that our publicity and educational efforts are finally paying off.”

The average response time prior to this massive study was 46 hours and 53 minutes across more than a dozen research studies in five years and over 10,000 companies studied. The average response attempts to reach a lead before giving up have been only 1.3 attempts. This year, companies are being far more persistent with an average attempts at 2.63, more than double previous research studies.

“The biggest issue is that only 27 percent of leads actually get contacted by sales teams.” explained Ken Krogue, President and co-Founder of InsideSales.com. “Imagine what a CEO or CMO would think if they knew that only a fourth of leads are getting spoken to, when with better techniques and technologies they could be speaking to 92 percent of leads. That is a 3.4x improvement in wringing value out of leads by just making sure they get contacted.”

The top 100 companies with their response times and response attempts are listed below:

Company Name

Rank

Call Time

Attempts

InsideSales.com*

1

0:00:17

15

Outrigger Enterprises

2

0:00:56

1

MIR3 Inc

3

0:01:08

2

Light Industries Services Corporation

4

0:01:16

4

Genco

5

0:01:17

2

Cask Technologies

6

0:01:20

2

Aflac Key Accounts

7

0:01:30

6

Synaxis

8

0:01:31

2

Accelrys Inc

9

0:01:52

1

Chase Paymentech

10

0:01:57

9

Enterprise Strategy Group

11

0:02:05

3

Paramount Equity Mortgage

12

0:02:13

6

Engine Yard

13

0:02:25

5

TimeTrade Systems Inc

14

0:02:26

6

novation Capital

15

0:02:30

11

Vindicia

16

0:03:20

6

CPI Security Systems

17

0:04:07

4

Widen Enterprises Inc

18

0:04:42

4

A1 Foundation Crack Repair, Inc

19

0:04:45

4

Katun Corp

20

0:04:45

1

Novell Inc

21

0:04:48

1

Teplis Travel Service

22

0:05:09

2

Athenahealth Inc

23

0:05:31

4

Keystone Business Services

24

0:05:47

5

MegaPath Inc

25

0:05:54

10

Union Pacific Railroad

26

0:06:05

2

Train by Cell

27

0:06:44

1

Virtual Radiologic Corp

28

0:06:50

8

ShowingTime

29

0:07:01

2

Baynote Inc

30

0:07:14

2

Experian QAS

31

0:07:25

6

IDES Inc

32

0:07:26

2

DataCore Software

33

0:07:27

8

CS Stars

34

0:07:37

2

Amcom Software Inc

35

0:07:50

4

First Advantage Corp

36

0:07:53

8

Omtool Inc

37

0:08:22

1

AIROOM

38

0:08:26

2

Moose Exhibits

39

0:08:39

1

IDT Corp

40

0:08:44

2

123 Signup

41

0:09:02

7

Dynamix Group

42

0:09:07

2

FatStax

43

0:09:07

1

Jitterbit Inc

44

0:09:09

21

ServiceMax

45

0:09:19

8

CyanGate

46

0:09:36

2

Comdata Corp

47

0:10:06

2

Vocalocity

48

0:11:11

12

eTrigue Corp

49

0:12:08

8

Intuit

50

0:12:18

4

M5 Networks

51

0:12:43

30

AXIS Data Solutions

52

0:13:27

3

PFSweb Inc

53

0:13:34

5

Configero, LLC

54

0:13:50

9

Dayton Progress Corp

55

0:13:51

2

Demand Metric

56

0:13:57

5

Insight Communications

57

0:14:01

4

Digium

58

0:14:08

6

Salesforce

59

0:14:18

13

Informatica Corp

60

0:14:30

26

Faro Technologies

61

0:14:43

3

AA-ISP

62

0:14:46

2

IT Computer Support of New York

63

0:15:08

4

The Connection

64

0:15:36

2

ForceBrain

65

0:15:44

10

Salesgenie.com

66

0:16:01

7

SkyeTek Inc

67

0:16:18

4

ZOLL Medical Corp

68

0:16:25

3

AutoRevo Ltd

69

0:16:38

5

FierceMarkets

70

0:16:54

1

Akken Inc.

71

0:17:04

4

eVestment Alliance

72

0:17:25

1

Polymer Packaging Inc.

73

0:17:58

2

Powercode Systems LLC

74

0:18:00

3

Cendyn

75

0:18:00

5

Computer Generated Solutions Inc

76

0:18:14

2

Act-On Software

77

0:19:02

7

Dennis K Burke Inc

78

0:19:28

1

Marin Software

79

0:19:45

6

Burdette Knoll

80

0:19:57

3

Rasmussen College

81

0:20:16

11

eGain

82

0:21:11

2

Belcan

83

0:22:12

1

Marketo

84

0:22:24

18

Keynote Systems

85

0:22:34

3

Critical Mention

86

0:22:43

4

Leads 360

87

0:22:59

10

Guide By Cell

88

0:23:05

6

SteelBrick

89

0:23:12

18

Sanbolic Inc

90

0:23:17

8

Evotem LLC

91

0:23:28

4

WireSpring Technologies Inc

92

0:24:32

14

ABM Industries Inc

93

0:24:44

1

Zipwall, LLC

94

0:24:57

2

Pervasive

95

0:25:08

18

LexisNexis

96

0:25:16

4

Bayshore Solutions

97

0:26:45

2

Patientkeeper Inc

98

0:26:54

1

Cold Pack System

99

0:27:19

2

Juniper Networks

100

0:27:25

5

Network Hardware Resale LLC

101

0:27:34

4

*We added an additional listing in the Top 100 to replace our own InsideSales.com team; which responded in 17 seconds with 15 contact attempts.

To download a subset report of the Dreamforce 2012 ResponseAudit data, visit the InsideSales.com research page.

To learn more about ResponseAudit, access your own ResponseAudit, or request a one-time free lead response analysis, visit www.ResponseAudit.com or call sales rep at (866) 498-6434.

About InsideSales.com, Inc.

InsideSales.com delivers a high velocity sales platform enabling inside sales representatives to respond to Internet generated leads in five minutes or less. The need for this rapid response was identified in research originally conducted by InsideSales.com, in conjunction with Dr. James Oldroyd. The PowerDialer platform, designed for business-to-business and high-end business-to-consumer sales environments, has been the most popular dialer app on the salesforce.com AppExchange for five years. InsideSales.com enterprise customers include ADP, BMC Software, Dell, Gannett Local, Inc. magazine, Marketo, ON24, Re/Max Cornerstone, Groupon and Seagate. To learn more, visit: www.insidesales.com.

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