Technology Causes Problems—Technology Solves Them Too

Technology has trained us to expect things, NOW. When I have a question I’ll Google it and millions of possible answers will be at my fingertips in .27 seconds. I forget that I used to have to go to the library or call a company by looking through the yellow pages. I forgot my cell phone one day when I went to work. I was lost, unable to do things that not too long ago were impossible with a land line. I can call, text, email, tweet, find a restaurant, make a reservation, get turn by turn directions … hey there’s an app for just about anything. A prospect who fills out a form on your website is looking for a solution, NOW. They have a problem and it’s unacceptable to contact them 2 days after or not at all. inside|sales has done research with MIT professor, James Oldroyd, covering the topic of Lead Management with a goal to discover the best time to contact an interested prospect. The results surprised us, as we learned that companies don’t have the luxury of waiting 2 days to contact: or 2 hours. Whether you are a B2B company, or a B2C company, Dr. Oldroyd’s study shows that companies have a 5 minute window to contact an interested prospect before that web lead’s interest drops dramatically. (click to enlarge) Contact ratios will...

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