How much revenue do businesses lose when they don't follow up with leads in a timely manner? Conversica and Inside Sales share years of research on the importance that promptness plays when B2B buyers make buying decisions. Check out the webinar at https://youtu.be/iz3IlcR67h0

1. Promptness in Lead Follow-Up
How much revenue are you losing due to slow
response time?
Gabe Larsen
VP Marketing Strategy
InsideSales.com
Carl Landers
CMO
Conversica

2. 2
The key research behind lead follow-up effectiveness
Best Practices for Lead Response MgmtSales Effectiveness: Lead Follow-up

3. Poll Question #1
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How quickly does your company respond to inbound leads?
1. Within 5 minutes
2. Between 6 minutes to 1 hour
3. Between 1 hour to 24 hours
4. Between 1 day to 1 week
5. Over 1 week

4. 4
Research results reveal that companies are missing the mark
• Nearly 90% of companies
aren’t hitting the 5-minute
sweet spot
• Nearly 60% of companies take
more than a hour to follow-up
• 1 out of 5 companies take
more than a day
Source: Conversica Sales Effectiveness: Lead Follow-Up report 2017

5. 5
B2C industries averaging faster follow-up
• The Auto industry is doing well,
with 28% of sales departments
scoring an A in promptness and
22% of service departments
doing the same
• Education and Real Estate are on
average more responsive than
other B2C and B2B industries
Source: Conversica Sales Effectiveness: Lead Follow-Up report 2017

6. 6
Promptness is improving, but not fast enough
• 5% more companies hit
the 5-minute sweet
spot compared with
two years earlier
• 17% fewer companies
take a day or longer to
follow-up
Source: Conversica Sales Effectiveness: Lead Follow-Up report 2017
2017 2015

7. Promptness pays in terms of lead contact & qualification rate
7

8. Timely response is the #1 reason buyers select a vendor
8
When B2B buyers were asked to rate the most important attribute of a winning vendor, 72% said the
most important was “The timeliness of a vendor’s response to inquiries”
Source: Integrate: The Cost of Bad Leads 2017

9. “Let’s wait for a few days to contact
our hottest prospects”
- said no one ever
9

10. “Let’s wait for a few days to contact
our hottest prospects”
- said no one ever
10
So, what stands in the way of following up promptly?

11. Example of a poor lead response process
11
Minimum inquiry to contact time
Web
Leads
Access
Reports
Run
report
Open
record
Research Attempt
Contact Contact
Send Email
Log a call
Schedule a task
No
Yes
Interested
Manual
Routing
CRM
48 hour response time

12. Example of a good lead response process
12
Minimum inquiry to contact time
Web
Leads
Prioritized List
Views
Lead
Research
Attempt
Contact
Contact
Send Email & Leave VM
Programmed
Cadence
No
Yes
Interested
Marketing
Automation CRM
Automated Routing
1 hour response time

13. The 7 common Promptness pitfalls…
13
1. We need to figure out the right person to follow up on the lead
2. We need to score the lead, as not everyone should go to Sales
3. We need to verify and enrich the lead data before reaching out
4. The person who should follow-up is…
• on vacation
• out of the office
• in a meeting
• no longer working here
• not interested in following up
5. We don’t follow-up with personal email addresses
6. The follow-up goes to the spam folder, so it looks like we didn’t follow-up at all
7. Lead follow-up isn’t my concern

14. Poll Question #2
14
Which Promptness pitfall is most likely in your organization?
1. Slow to figure out the right person
2. Slow to score the lead
3. Slow to verify and enrich the lead data
4. The person who should follow-up doesn’t
5. Lead follow-up isn’t my concern

15. Replying to leads within the first hour of inquiry – or even better, within five minutes –
engages prospects while your company is still top of mind
It’s not easy to consistently get an “A” in promptness
15

16. 16
How automation helps deliver world-class Promptness
• The only fully-automated sales lead
follow-up solution powered by
conversational AI
• The comprehensive sales acceleration
platform that creates high-performance
sales teams
Conversica AI Sales Assistant InsideSales.com

17. Questions?
Attend the next 30-
minute webinars in the
4Ps series:
•Persistence on 3/29
•Personalization on
4/12
See a live demo of
Conversational AI
following up on leads:
•Fridays at 10 am PT
The research reports
referenced in today’s
webinar will be sent in
the follow-up email

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