The fish aren’t going to jump into your boat


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With the amount of time, resources and budget devoted to lead generation at B2B organizations nationwide, combined with the pressure sellers are facing to hit their numbers in a continued challenging market, these survey results are scary.

In a nutshell, and Omniture submitted themselves as a lead through the Web sites of 700 companies. Here’s a sample of what they found:

  • Only 4.6 percent of the businesses used a strategy involving both phone and email
  • Less than 5 percent called within 24 hours
  • 19 hours, 31 minutes was the average sales response time by email
  • 36 hours, 57 minutes was the average sales response time by phone
  • 45.2% of companies sales teams never responded at all

These weren’t white paper downloads or Webinar registrations. These were requests for information. These, at minimum, should be considered warm leads by most organizations.

And yet, less than five percent heard anything back after 24 hours. And almost half of the leads never received a response at all.

These figures clearly don’t take into account pre-planned variances in how companies handle, score and possibly automate lead response. But not even an email response a day later? No response at all for half of those leads?

Please tell me this isn’t you.

Republished with author's permission from original post.

Matt Heinz
Prolific author and nationally recognized, award-winning blogger, Matt Heinz is President and Founder of Heinz Marketing with 20 years of marketing, business development and sales experience from a variety of organizations and industries. He is a dynamic speaker, memorable not only for his keen insight and humor, but his actionable and motivating takeaways.Matt’s career focuses on consistently delivering measurable results with greater sales, revenue growth, product success and customer loyalty.


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