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BtoB

Study: Speed to call influences lead conversion

By Published on .

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Los Angeles—The speed with which sales reps respond to leads is significant in lead conversions rates, according to a new study by lead management company Leads360.

The study, which assessed some 20 million Internet-generated leads among its clients, indicated that sales leads called within 60 seconds of being first generated online showed a fourfold (391%) advantage over average conversion rates. Leads called within 24 hours were still 17% more likely to convert than those that were not called, and 88% of leads that eventually convert were called within the first 24 hours.

The company's conclusion is that, even as prospects continue to research purchase options, “a sense of loyalty drives them back to the vendor that called them first,” particularly if the interaction included education.

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