Sales Prospecting Perspectives is pleased to bring you a guest post from Amanda Maksymiw, Content Marketing Manager at Lattice Engines.
Back in 2011, the Harvard Business Review educated us on exactly what timely manner meant. One hour. In fact, when companies reached out to prospects within an hour, they were seven times more like to qualify the lead. The Lead Management Study from InsideSales.com cites even more startling stats: “The odds of contacting a lead if called in 5 minutes versus 30 minutes drop 100 times. The odds of qualifying a lead if called in 5 minutes versus 30 minutes drop 21 times.”
Simply put, whether prospecting a lead from an inbound program or from your website, sales needs to be proactive and follow up in a timely manner. Here are a few ideas to help sales reps get ahead of the clock.