“InsideSales.com is exactly what we were looking for... allowing us to dramatically increase the number of leads a single representative can effectively manage.”
Mark Pardy
Market Analyst
Dun & Bradstreet
Canada
Market Analyst
Dun & Bradstreet
Canada
Research Papers
InsideSales.com is continually conducting research to determine the best practices for the industry. Fill out the form on the right and access these groundbreaking studies to learn the things you need to know before you buy or generate another lead. You will also gain access to InsideSales.com whitepapers.
The MIT Multi-Media Response Study
This study looks at the similarities and differences between the optimal response times and methods for B2B verses B2C leads. The results give insight into how to tailor your response strategies to the particular type of leads you are responding to.
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.
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:
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.
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 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 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.
