Research Studies & White Papers

Year-Long Research Case Study (Phase 1):
Top 40 Mega-Dealer Jim Click Automotive Group Dramatically Increases Sales with New Approach in a Down Economy

Even with waning consumer confidence and rising gas prices, Jim Click doubled team sales (average growth of 102.8%) over the previous year. Month-by-month results with details on people, process, and technology included. See how the Integrated Sales Center at Jim Click Automotive Group went from 126 sales to 353 car sales in 4 months without increasing their leads.
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Web Form Response Research Study:
Says Don’t Expect Even the Highest Ranked Web Companies to Bother Calling You Back, They May Not Respond at All

In a revealing study by InsideSales.com and Incoho and presented at Omniture Summit 2007, 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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The Original Research that Started an Industry:
How Much Time Do You Have Before Web-Generated Leads Go Cold?

This paper shows how contact ratios improve 800% if Web leads are called within five mintues of submission. This paper contains results from a survey by Kellogg School of Management at Northwestern University, a study by Dr. James Oldroyd of MIT, and a study by InsideSales.com and FranklinCovey on the topic of Lead Response Management (LRM).

This paper was originally presented by Dave Elkington, CEO of InsideSales.com, and Dr. James Oldroyd of MIT on October 16th, 2007 at MarketingSherpa's Business-to-Business Demand Generation 4th Annual Summit 2007 in Boston.
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Impression
Marketing^TM

The First White Paper by InsideSales.com:
Impression Marketing^TM - The Art and Science of Inside Sales

10 Steps to Quadruple Inside Sales Results (A White Paper for Business to Business Sales over the Phone)

What would happen if your Inside Sales Representatives could progress a sale on every call whether spoke to a decision maker or not?
Learn this and 9 more steps to make an immediate impact on your teams that sell remotely.
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