Telemarketing Software Featured Article

Speed-to-Lead Optimization Tips

April 23, 2018
By Paula Bernier - Executive Editor, TMC

The term hot prospect includes the word “hot” for a reason.

It gets to the fact that prospects typically cool over time. So reaching out to them with the right information and offers within a specific window is important.

But how quickly should businesses reach out to prospects?

How long is too long? And – in this world in which people are becoming increasingly concerned about organizations tracking their online activities – is it possible to reach out too quickly?

Also, what is the speed-to-lead norm today? And how can organizations adjust their processes to optimize their outreach for better results?

VanillaSoft has done audience surveys at recent industry events. Respondents indicate it typically takes their organizations two to three days to get to prospects. However, some industry pundits suggest you need to follow up within 5 minutes.

But VanillaSoft research, which involved analysis of more than 130 million sales interactions, has uncovered results indicating what happens when you take two to three days to follow up. This research also finds that five-minute response times are also less than ideal.

VanillaSoft will detail the findings of this research, and what it means for organizations, in its upcoming webinar “Speed-To-Lead: Tailoring Customer Experience to the Digital Age”.

During this webinar, which will take place April 24 at 2pm EDT, we’ll also discuss why it takes so long for most companies to move on hot leads. And we’ll explain what your organization can do to more quickly and effectively reach out to those businesses and individuals who are most likely to buy your products and services right now.

To listen in on this free VanillaSoft webinar, click here to register.

Edited by Maurice Nagle

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