Velocity of Lead Follow-Up Is Critical To Winning the Complex Sale

Many things with lead generation seem easier than they are. Take sales lead follow-up for example, research shows that sales people do not fully pursue around 70% of leads generated by marketing. That amounts to literally billions of wasted marketing dollars. The speed of lead follow-up is a major contributor to this problem. The Artemis Group just completed a benchmarking study of universal lead definition standard with in 2-hours, distributes and requires their field sales force to follow up on web inquiries with in 4 to 8-hours.  They generate 12,000 inquiries per year, mostly via their website. If a qualified sales is not followed up by the assigned sales person with in 24-hours, they can count on a call from their sales manager. If a sales lead goes more than 48-hours before being touched, that sales person risks having that lead assigned to someone else - someone with more selling time capacity. Does that seem a bit too militant for your taste? Perhaps. For them it works. They have an amazing lead conversion rate, which is triple the amount of their industry peers. They are successfully beating three Fortune 500 competitors who are 50 times their size. One final thought, If your sales team cannot turn leads back over for additional Reader Comments... InTouch Inc. InTouch is a 50-person company focused on delivering effective lead generation solutions for "the complex sale."