Is your revenue team ready for what's next?
When and how you follow up with inbound leads has a huge impact on the success of your pipeline. No matter how amazing your offerings or how convincing your Sales team, if the initial follow-up to an inquiry is hours or days behind a competitor, or worse, doesn’t make it to the lead at all, a sale is going to be pretty unlikely.
We’ve gathered some of the most illuminating statistics and insights on lead follow-up in 2023.
How fast you respond to an incoming inquiry is one of the most important factors in converting an opportunity. Here are some conversion rates for various industries based on the promptness of the initial follow-up message.
Infographic by Velocify.
Source: Harvard Business Review
Source: InsideSales.com. “The Ultimate Guide to Inside Sales.”
Source: Velocify. “The Velocify Pulse: Lead Response Management.”
Source: LeadConnect. “Lead Response Management Study.”
Source: LeadConnect. “Lead Response Management Study: Automotive.”
Get real numbers on your lead response time performance and learn how to improve with our Lead Reponse Impact Calculator.
Engaging with leads in a timely manner is critical. But it’s rare that one response is enough to motivate a lead to schedule a meeting with Sales. This is for multiple reasons, including busy schedules, leads researching organizations at their own pace, buried emails, or missed phone calls.
According to market research, increasing your number of attempts yields increased conversions:
Infographic by IRC Sales Solutions.
Market research shows that personalized communications with an inbound lead significantly increases the likelihood of successful engagement and conversion:
Chart from VentureBeat.
More than 60% of mid-sized US companies and 92% of startups use Gmail for their business email provider, so paying attention to performance in Gmail is vital. Gmail’s popular tab structure adds one more level to email performance than just delivered or not. A few stats illustrating why tab sorting matters:
Chart from ReturnPath.
The data is clear: Sales teams get the most at-bat opportunities when they immediately engage each and every lead in a tailored, 1:1 conversation. But we all know it’s not feasible when you rely on manual outreach or even standard automation like Sales Engagement Platforms.
With heightened buyer expectations for online experiences in the post-COVID world, the lead engagement process is more important than ever. The current rocky economic climate adds extra pressure for businesses to review their practices and find areas for improvement so opportunities don’t fall through the cracks.
Your inbound leads hold valuable potential as revenue opportunities and are critical to the success of your organization. Don’t miss out!
Let us show you how our Powerfully Human®️ digital assistants can help your team unlock revenue. Get the conversation started today.