assassinaylor profile picture
assassinaylor profile picture

assassinaylor

Senior Account Executive

Inbound Lead Contacting

How fast does your sales team reach out to inbound leads? If your org does this in a particularly successful way, what are the keys to you?

How fast does your sales team reach out to inbound leads?

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8 comments

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salesnerd
WR Officer
5
Head of Growth
ASAP is king here.

Edit for more context: there is a ton of research around this, but in my experience, the more quickly you're able to get a lead on the phone, the quicker you can get the demo. The quicker you can get the demo, the quicker you can close the deal. 

I've actually converted to recommending allowing leads to book demos directly from the request demo page instead of having to wait for a call from an SDR. If this isn't feasible for you, try to call the lead while they're still on your website.
SalesPharaoh
Big Shot
2
Senior Account Executive
A$AP**
CaneWolf
Politicker
2
Call me what you want, just sign the damn contract
It's a nightmare. We often don't get leads until later in the week. I've tried explaining to marketing how much opportunity is going to waste..but you know how explaining things to marketing goes.
RedLightning
Politicker
2
Mid-Market AE
I've got a lot of info on this if anyone is curious but it's insanely important. The big drop off point is 10 mins. You'll see a ton of stats about how it positively impacts close rates but it's a bit of a misnomer.  It drastically improves CONTACT RATES, which spill over to opportunity rates, won deals etc. So a better speed to lead helps you open more deals.
Mikey
Politicker
0
Senior Regional Director
time is the #1 killer of sales!
beachNsales
Politicker
0
Sales Manager
We try to respond instantly. 

I get email notifications when someone downloads content from our website, what do you do if it comes in at 11 pm?
assassinaylor
1
Senior Account Executive
Maybe have an automated email that goes out "after hours" that allows them to book a time to learn more? This is a good point though. Similarly, we're getting a lot of EU based companies through inbound, and we're all US based. Lot's of really early morning leads. 
beachNsales
Politicker
0
Sales Manager
We do have the auto email, but adding a meeting link is a great idea. We dont have that included right now. Thanks for the tip!

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