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How long does it take your team to respond to an inbound inquiry?Building Responsive Sales Teams eBook
In a recent IDC survey, only 34% of B2B companies could respond to an ROI inquiry from a prospective customer in less than 4 hours. Yet the odds of a lead entering the sales process, or becoming qualified, are 21 times greater when contacted within 5 minutes versus 30 minutes after the lead was submitted. (Kellog/MIT 2007, Olroyd)
95% of buying cycles begin with a Google search, not with a call from a sales rep, yet very few B2B companies are capable of responding to the inquiry within 5 minutes. Responsiveness matters, in fact it's a distinct competitive advantage.
New infratructure and process is required to facilitate responsive engagement including:-
Download the Responsive Sales Enablement EBook to learn more and kick-start the process.