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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.


Research Report: 2014 Lead Response Report

July 2014- Research Report: 2014 Lead Response Report

50% of buyers choose the vendor that responds first. So the question is, are you beating your competitors to the punch?

Optimizing Business Communication

July 2014- Research Report: Optimizing Business Communication

How can you maximize sales communications? InsideSales.com research will offer information that promotes improved business success.

Optimal Sales Incentives

July 2014- Research Report: Optimal Sales Incentives

What are the optimal practices of the sales club incentive? InsideSales.com research will identify the key items to optimize performance.

Dreamforce 2013 Lead Response Report

November 2013- Dreamforce 2013 Lead Response Report

The ResponseAuditâ„¢ report of companies who attend Dreamforce.

Lead Generation Methods

June 2013- The Expanded LeadsCon Report

The executive summary of the Expanded LeadsCon Report.

Lead Generation Methods

June 2013- Lead Generation Methods Executive Summary

The executive summary of the Lead Generation Methods Study.

Inside Sales Market Size 2013 - Executive Summary

May 2013- OnDemand ResponseAudit

The executive summary of the OnDemand 2013 ResponseAudit.

Inside Sales Market Size 2013 - Executive Summary

May 2013- Inside Sales Market Size 2013

The executive summary of the 2013 Inside Sales Market Size study.

AA-ISP 2013 ResponseAudit Executive Summary

April 2013- AA-ISP 2013 ResponseAudit Executive Summary

The executive summary of the AA-ISP 2013 ResponseAudit.

LeadsCon 2013 Executive Summary

March 2013- LeadsCon 2013 ResponseAudit Executive Summary

The executive summary of the LeadsCon 2013 ResponseAudit.

Fortune 500 Executive Summary

February 2013- 2013 Top Sales Challenges Survey

A joint study done by InsideSales.com and The American Association of Inside Sales Professionals, this study delves into the top challenges sales leaders and sales reps are facing for 2013.

Fortune 500 Executive Summary

December 2012- Cloudforce ResponseAudit Executive Summary

The executive summary of the Cloudforce ResponseAudit.

Dreamforce 2012 ResponseAudit Exec Summary

October 2012- The Distance Education 2012 ResponseAudit Executive Summary

The executive summary of the Distance Education ResponseAudit.

Dreamforce 2012 ResponseAudit Exec Summary

September 2012- The Dreamforce 2012 ResponseAudit Executive Summary

The executive summary of the Dreamforce 2012 ResponseAudit.

The Top Problems of the Inside Sales Industry

August 2012- The Top Problems of the Inside Sales Industry 2012

The Top Problems of the Inside Sales Industry Executive Summary.

AA-ISP 2012 Executive Summary

June 2012- AA-ISP ResponseAudit Research Executive Summary

A summary of the AA-ISP ResponseAudit Research 2012.

A 5-year Retrospective on the Original Lead Response Management Study - InsideSales.com

June 2012- A Five-year Retrospective — the Original Lead Response Management Study

It's approaching five years since the original Lead Response Management Study was presented at Marketing Sherpa. Since that time it has been downloaded over 50,000 times, and mentioned in articles in the Harvard Business Review, Inc.com, and CBSMoney. Yet companies continue to struggle to develop the best practices championed in the study. Get a refresher course on the data that continues to transform professional sales, and spawned the lead response management industry.

Dreamforce 2011 Response Audit by InsideSales.com

October 2011- 51.4% of Dreamforce 2011 Attendees and Sponsors Don't Respond to Web Leads

Conducted in the weeks leading up to Dreamforce 2011, the latest ResponseAudit "secret shopper" results continue to shock and intrigue. Companies can reap huge benefits with simple process improvements and strategic technologies to better contact their sales leads—but few are taking advantage. Average response time for 2,114 companies audited was 42 hours.

AA-ISP Response Audit

June 2011- 55.3% of Top Companies Don't Respond to Web Leads

The ResponseAudit "secret shopper" results are sobering and show that companies can reap huge benefits with simple process improvements and strategic technologies. Of those that responded the average initial response time was 40.4 hours.

Multi-Media Response Study

March 2010- 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.

Second Lead Response Study

June 2009- Lead Response Management Study '09

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

May 2009- Remote Sales Trends

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

Lead Management Survey Oct. 07

October 2007- Lead Management Survey

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.

Lead Response Management Study Oct. 07

October 2007- Lead Response Management Study '07 (The Original)

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 Response Analysis '08 - How Long Does It Take Companies To Contact Web-Generated Leads?

November 2008- Salesforce.com Dreamforce '08 Response Analysis: How Long Does It Take Companies To Contact Web-Generated Leads?

This is a study on 124 Dreamforce '08 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.

March 2008- Omniture Summit Study '08 - Even the Highest Ranked Web Companies Don't Bother Calling You After Submitting Your Web Lead

In this study, 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.

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