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.