Industry Study Reveals 36% of Leads Never Called
Does your business regularly capture leads? Great.
How well do you follow up on those leads?
If you don’t do such a great job at it, don’t be embarrassed. You don’t seem to be alone.
Check out this article called “The Great Marketing/Sales Disconnect: Industry Study Reveals 36% of Leads Never Called” by Jan Johnson and learn more about this follow-up problem…
“This year’s annual study of lead response behavior conducted by InsideSales.com on 696 companies with online lead forms revealed that sales reps were, on average, attempting their first call to a newly submitted web lead after 39 hours had passed. This second-day contact strategy delivers a high degree of ‘lead-no-contact’ experiences among reps responding to inbound web leads, typically causing sales managers to complain about the poor quality of leads. As a result, sales managers continue to pressure marketing to produce more and more leads to fill the gap. However, without reporting visibility into when first sales-initiated call contact was made, the sales complaint to marketing remains somewhat hollow.”
“Another alarming piece of data: Nearly 36% of those audited never responded to a submitted lead during the entire two-week tracking period. To restate this, a large amount of marketing budget spent on generating web-leads simply decays with no value because no one bothered to follow up on those leads. “
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