Good news — a buyer is actively expressing interest in your product or service — maybe they filled out a web form requesting more information, attended a webinar, or asked a trusted expert about your product or service in an online forum.Whatever the trigger point, it’s clear the prospect is in buying mode, a queue for sales to respond quickly. But how quickly should sales follow-up? What days and times are best? Can email help a salesperson improve their chances of contacting and ultimately converting a prospect? And how persistent should your salespeople be before it’s no longer worth their time?Knowing the answers to these questions can have a measurable impact on conversion. In fact, making the right move at the right time can increase conversion by nearly 400%. A Velocfiy study released today, “The Ultimate Contact Strategy: How To Best Use Phone and Email for Contact and Conversion Success,” looks at the sales practices of more than 400 inside sales organizations, identifying strategies that have the greatest impact on conversion success. The research shows that speed-to-call is the single largest driver of lead conversion, but also important is striking the right balance when it comes to the volume and frequency of both calls and emails. Many inside sales reps make too few calls and send too few emails. In fact, Velocify research found that 50% of all leads get just one call and nearly 60% don’t get a single email.
Significant time and resources are spent by marketing and sales to find and acquire new customers. By focusing on making simple adjustments in your contact approach, your inside sales team can see big gains in win rates and ROI.