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| | FOLLOW THE LEAD
JUNE 24, 2010 Gone in sixty seconds?
While the Internet in many respects can expedite b-to-b sales cycles, it can also facilitate the potential for failure. Indeed, time management – combined with lead monitoring – seems to be fundamentally changing b-to-b sales. Here’s some more ammo: a recent study showing a direct correlation between the time it takes to contact a lead and conversion rate. The study, which was conducted by Leads360 , is derived from the data of several million Internet-generated leads. The impact of speed on lead generation: . Source: Leads360.
| | THE POINT
FEBRUARY 24, 2011 Call Every New Sales Lead 6 Times? Sorry, that’s Crazy.
I only recently came across the results of research published late last year by Leads360 , a leading provider of hosted (SaaS) solutions for managing sales leads. Never mind the business case for such a heavy-handed approach, how would you feel personally if you received 6 phone calls over less than 2 weeks in response to an innocent sales inquiry? emphasis mine).
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