Fast as you can?

Like many companies in the lead generation space, we preach fast lead follow-up. The folks over at InsideSales.com have pioneered a lot of the academic research surrounding this concept – finding that the faster the follow-up, the higher the close rate (makes sense, right)?

Well, in honor of the recently ended Leadscon 2013 (which we also attended – here’s our recap), InsideSales tested the response time for a number of companies attending the show. Their point? To see if lead generators practice what they’re preaching: do they follow-up on their own leads quickly? The results are here.

This topic does beg the question though: just how fast are you at lead follow-up? And like the folks at InsideSales, the quickest way to find out is to test your system. Submit an inquiry on your website and see how long it takes to get a phone call or email from your sales team. If it’s more than a few hours during business hours, you have some tweaking to do!

And that reminds me…I should go check how fast we’re following up on inquiries at BuyerZone…

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About Jeff Gordon

As Director of Marketing, Jeff is responsible for key online and offline marketing initiatives including customer acquisition and retention, demand generation, business development and public relations. Jeff has spent his entire eight year career at BuyerZone in a variety of marketing roles. Prior to his current position, Jeff managed the company's email strategy, affiliate network, external communications and has deep experience working with BuyerZone's sales organization.

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