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Sales Lead Response: The Ugly Truth Behind Call, Voicemail and Email Practices - Review

Slma-recommended-187Title:  Sales Lead Response: The Ugly Truth Behind Call, Voicemail and Email Practices

Published by/Authors:  Velocify

Gated: Yes

Download Link   

Sales Lead Response Report image  2_cover_for PRNewswireLength:  18 Pages

Highlights

The authors say there are four considerations that should be factored into an ideal prospect follow-up strategy:

  1. Communication Channel
  2. Communication Timing
  3. Communication Persistence
  4. Communication Quality

Methodology:  The authors have access to millions of data interactions between interested buyers and sales representatives.  Plus, the company conducted lead response assessments for 20 companies over 22 days using virtual leads split between two lead sources:  Purchased leads and website generated leads.

They found:

  • 33% of leads never received a call
  • 91% of the leads didn’t receive an optional number of calls
  • 95% of the leads didn’t receive an optimal number of voice mails

Some facts they report:

Calling a lead within one minute of an inquiry more than doubles conversion rates, but only 7% of the prospects got a call in one minute. Nice chart here on response times.

They also report on:

  • How many times should you call?
  • How many voice mails should you leave?
    • 80% of calls go to voice mail
    • 90% of first time voicemails are never returned
    • 82% of the voice mails need improvement
  • What makes a good voice mail?
    • Context
    • Clarity
    • Length
    • Personal
    • Tone
  • Most email follow-up is too quick, too slow or not frequent enough.
  • How quickly should you email? Seconds, minutes, hours, days weeks?
  • How many emails should you send? Between four and six
  • Emails speed is not as influential as email quality
  • What makes a good email?
  • 92% of emails need improvement!
  • Conclusion: Inspect What you Expect.

Why it’s Important:

”This Velocify report is the most credible and significant study on what to do about sales lead response failures that I have read. Companies that precisely following this roadmap “without deviation” will significantly increase revenue and achieve their forecast, while simultaneously increasing their marketing ROI. This study points up the value of a sales lead management process.”

James Obermayer

                                                    Author of  Managing Sales Leads, Turning Cold Prospects into Hot Customers and co-author of Managing Sales Leads, How to Turn Every Prospect into a Customer

SLMA Comments:   There are a lot of details in this report and it is a must read.  Company presidents will be shocked by the results of the study.  Marketing management will be frustrated and sales management will be more than embarrassed – guilty as charged comes to mind.  

IStock-164431365 (4)This report has been awarded the Sales Lead Management Association "Go to the Bank" stamp of Approval.  Only articles, ebooks, research, podcasts or white papers that directly have an effect on revenue get this stamp. 

Recommended for: 

  • President
  • CSO
  • Sales Management
  • Sales Managers
  • Sales Operations Management

Download Link

______________________________________

This review was conducted independently without the advice or consent of the publisher.    

Note:  If you would like your research or e-book reviewed, you may submit it to: content@salesleadmgmtassn.com.  There is no guarantee it will be reviewed.  You may not be given notice if it is reviewed.  If you would like to submit artwork for the cover of the work along with a copy of the work, you may do so.  Members and non-members, sponsors and non-sponsors are welcomed to submit work for review.  Sponsors are given priority for white paper reviews.

 This blog is supported by the generous sponsorship of  VanillaSoft and Goldmine CRM Software and the  25 additional sponsors of the SLMA


IStock-544131474For priceless but free membership in the Sales Lead Management Association
 go here. 

 

 

 


When to Call Back Sales Leads - eBook Review published by Velocify

When_To_Call_Sales_Leads_Promos-3Title:  When to Call Sales Leads

Subtitle: Time-of-Day vs. Call Sequence Approach

Published by/Authors:  Velocify

Gated:  Yes

Download Link   

Length:  9 pages PPT Format

Slma-recommended-187Highlights:  When should a call be returned is an important question and this research of several million calls answers the question.  I won’t spoil the answer entirely, but Velocify authors say the time of the day is less significant than other very important factors.

  • Best and worst times to call is a small percentage.
  • Speed to call is most important
  • They tell you how to more than double the call success rate
  • A call sequence approach is more practical than time of day
  • Great chart on time of day by hour
  • First call attempt chart says it all
  • Surprises in subsequent call attempts
  • How to get a lift in contact rate
  • Tips on implementing the call strategy

SLMA Comments:   Everyone who places a call to prospects and customers’ needs to read this report.  The research is overwhelming in its findings and the consequences for salespeople; think revenue.  

Why It’s Important:

The best time to call inbound leads should be determined by their priority and status, not dictated by a clock on the wall. Waiting to call all leads at the same time every day is virtually impossible and counterproductive.

Velocify

Recommended for: 

  • President
  • CSO
  • Sales Management
  • Sales Managers
  • Sales Operations Management
  • Marketing Management

Download Link

You may also like: 

3.4 Million Lead Research = The Ultimate Contact Strategy for Inside Salespeople - White Paper Velocify

 Velocify Research Pushes Back on Non-Credible Sales Stats: White Paper Review

 This review was conducted independently without the advice or consent of the publisher.    

Note:  If you would like your research or e-book reviewed, you may submit it to: content@salesleadmgmtassn.com.  There is no guarantee it will be reviewed.  You may not be given notice if it is reviewed.  If you would like to submit artwork for the cover of the work along with a copy of the work, you may do so.  Members and non-members, sponsors and non-sponsors are welcomed to submit work for review.  Sponsors are given priority for white paper reviews.

 This blog is supported by the generous sponsorship of  VanillaSoft and Goldmine CRM Software


ON24 Webinar Benchmarks Report -2017 White Paper Review

Title:  2017 Webinar Benchmarks Report IStock-464267113

Published by/Authors:  ON24

Gated:  Yes

Download Link   

Length:  18 Pages

Highlights

  • 16,418 webinars were measured in the analysis for Jan-Dec 2016
  • 1,000 organizers
  • Three main sections
    • Pre-webinar Benchmarks: promotional cycle, best days to promote, best days for attendance, and best times. SLMA: We are not sure if they quote the best times or the most common times. 
    • Webinar Benchmarks: average viewing time, registrant to attendee conversion (36% for marketing webinars) training and internal communications is higher, but nothing rises above 56%. Interesting average attendee stats, engagement tools, and use of video.
    • Post Webinar Benchmarks: Live only 66%, live and on-demand 6% and on-demand 33%. There is an increasing percentage of on-demand viewing time from 34 minutes in 2015 to 42 minutes in 2016.

Continue reading "ON24 Webinar Benchmarks Report -2017 White Paper Review" »


Is Marketing the New Sales Department?: RO INNOVATIONS Says Yes - White Paper Review

Is-Marketing-the-New-Sales-Deptarment-Cover-231x-300-1Title:  Is Marketing the New Sales Department

Subtitle:  Marketing’s Burden: Winning Today’s Buyers

Published by/Authors:  RO INNOVATION

Gated:  Yes

Download Link   

Length:  17 Pages

Highlights:  The authors make the case that because marketing engages the buyer through most of the sales cycle they are responsible for more of the revenue to sale cycle.  Like it or not, RO Innovations is right.   This requires marketing to better understand the customer journey. 

“95 of the buyers chose a solution provider that ‘provided them with amply content to help navigate them through each stage of the buying process."

Continue reading "Is Marketing the New Sales Department?: RO INNOVATIONS Says Yes - White Paper Review" »


3.4 Million Lead Research = The Ultimate Contact Strategy for Inside Salespeople - White Paper Velocify

Ucs-3d velocify Slma-recommended-125x125Title:  (The) Ultimate Contact Strategy

Subtitle: How to Use Phone and Email for Contact and Conversion Success – Sales Optimization Study

Published by/Authors:  Velocify

Gated:  Yes

Download Link   

Length:  10 Pages PPT Format


Highlights

  • The study is derived from the data of 3.5 million sales leads
  • The paper reveals that the right volume and frequency of calls and emails yields optimal results
  • The company visited previous research to refresh data and confirm current results and recommendations
  • Study Methodology page 3

Continue reading "3.4 Million Lead Research = The Ultimate Contact Strategy for Inside Salespeople - White Paper Velocify" »


Yes, there is a cost for delaying Predictive Marketing - EverString - White Paper Review

EverString_Logo Slma-recommended-187Title:  The 6 Costs of Delaying Predictive Marketing

Published by/Authors:  EVERSTRING

Gated:  Yes, but with immediate full screen easy-to-read access. 

Download Link   

Length:  16 Page Flipbook

Highlights:

We liked the immediate full screen access to the “Flipbook.”  This is all about the cost of delaying implementation of a new technology.  It covers six areas and gives a “fix” for each problem.

  1. Targeting the wrong accounts
  2. Sales spends too much time on lead qualification
  3. Your are understaffed and overtasked so you avoid new technology like the plague.
  4. Marketing has trouble proving their value to sales.
  5. It’s hard to sell into a new market
  6. You want to move to an account based model, but don’t know where to start.

SLMA Comments:   

Continue reading "Yes, there is a cost for delaying Predictive Marketing - EverString - White Paper Review" »


Mobile CRM is a Requirement for Competitiveness: White Paper Review - Insightly

AdView Slma-recommended-187Title:  The Mobile Opportunity: CRM For Teams-on-the-Go

Published by/Authors:  Insightly

Gated:  No

Download Link   

Length:  12 Pages  SLMA Note: ($) indicates an important statistic or statement

Highlights:

  • "It’s a device-driven world: In many countries, including the US more searches take place on mobile devices than on computers"
  • "43% of SMB principals say improving customer experience and retention is preferable to investing in customer acquisition" ($)
  • Many SMBs are not using the right tools to reach their goals: 31% use spreadsheets, 25% have no CRM system
  • Mobile CRMs increase productivity by 20% ($)
  • Mobile CRM can solve three common problems ($)
  • Get real time updates from the field ($)
  • Seven things to look for in a mobile CRM system ($)

SLMA Comments:   

Presented in a PPT format, short punchy stats, backed-up by references Insightly makes a irrefutable case for mobile CRM benefits.     Seven ($) sign benefits.

Why It’s Important:

Mobile CRM is a requirement, not an option ($)  "Mobile CRMs increase productivity by 20% " ($)

Recommended for: 

Continue reading "Mobile CRM is a Requirement for Competitiveness: White Paper Review - Insightly" »