How leads are managed makes the difference between a squandered investment or a measurable return on investment!
This article in its complete form has been published on the eti Sales Support sales and marketing blog. Go here to read the complete story with nine recommendations to solve the issue of perishable leads.
When your company spends money on lead generation, the clock starts ticking; each inquiry has a life span. Some of the leads may take a year to buy, some take six months, and some will take a few months, or a few days.
Michael Falkson, CEO of eti Sales Support, said, “ETI’s experience shows that 80% of inquiries will convert into Market Qualified Leads within 18 business hours. Your chances of success, thereafter, fall dramatically“.
The certainty is that a group of leads from a given month has a life span. Each month a few make a decision and disappear; they are dead to you.
Why it matters:
Fast responders sell more than those who are slow, sluggish, unhurried, leisurely, and dawdling in pursuit of a prospect.
Will You Be a First Responder or a Dawdling Responder?
For B2B, certainly there is a fast, first responder requirement even if the inquirer takes weeks or months to make a decision.
Why It’s Important:
Leads that are followed up fast will buy at a higher rate.
First respondents sell more than those who delay more than 18 hours.
Sales Lead Management Association
The issue is that leads that are followed up fast will buy at a higher rate than those that are contacted within days or weeks, or sometimes even months after the initial contact. He who is a first responder sells more than he who is not.
Read the complete article with recommendations here on the eti Sales Support B2B Sales and Marketing Blog.