Building Highly Responsive Sales Teams

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Responsiveness Matters

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:-

  • Context to understand prior interaction and interest areas, based on Web pages visited.
  • Buyer-Persona insight around likely issues.
  • Relevant proof points condensed into stories.
  • Tools to enable instant access to relevant supporting information.
  • Communication tools and content for responsive personalized email follow-up.

Download the Responsive Sales Enablement EBook to learn more and kick-start the process.

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