Research Studies & White Papers

15 Time Wasters

Brand New! - 15 Time Wasters of Inside Sales and Lead Generation:

This paper highlights 15 time-wasters that are endemic to typical inside sales and lead generation departments.

The research study that originally prompted this paper was done on-site at PeopleWise, a division of LexisNexis in 2005 through 2006 and outlined 10 of the current 15 time-wasters listed here. Additional time-wasters have been added from research done in conjunction with Kellogg, MIT, FranklinCovey, Jim Click Automotive, and Omniture.

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15 Time Wasters of Inside Sales and Lead Generation

Dreamforce '08 Study

ResponseAudit Research - Dreamforce '08 Sponsors:

124 Dreamforce Sponsors audited in a 'secret shopper' process with fictitious leads submitted on their Websites. Average response time by phone to Web-lead inquiries in an average time 44 hours, 31 minutes, and 8 seconds. Average response time by email is 13 hours, 14 minutes, 24 seconds. Only 4 Salesforce.com Sponsors respond within 5 minute 'best practice' time frame by phone, and 24.2% of Sponsors respond with 5 minutes by email.

Total responses show that 53.2% respond by email, 39.5% respond by phone, 37.1% never respond at all.

Jim Click Study

Year-Long Research Case Study:
Top 40 Mega-Dealer Jim Click Automotive Group Dramatically Increases Sales with New Approach in a Down Economy

Even with waning consumer confidence and rising gas prices, Jim Click doubled team sales (average growth of 102.8%) over the previous year. Month-by-month results with details on people, process, and technology included. See how the Integrated Sales Center at Jim Click Automotive Group went from 126 sales to 353 car sales in 4 months without increasing their leads.

Omniture Study

Web Form Response Study:
Says Don’t Expect Even the Highest Ranked Web Companies to Bother Calling You Back, They May Not Respond at All

In a revealing study by InsideSales.com and Incoho and presented at Omniture Summit 2007, responses were tracked from 5 separate inquiries made on over 500 top Web sites. Only 7.5% of companies responded by phone, 47% responded by email, and 45.1% never responded at all to any inquiry.

MIT / Kellogg Study

The Research that Started an Industry:
How Much Time Do You Have Before Web-Generated Leads Go Cold?

This paper shows how contact ratios improve 800% if Web leads are called within five mintues of submission. This paper contains results from a survey by Kellogg School of Management at Northwestern University, a study by Dr. James Oldroyd of MIT, and a study by InsideSales.com and FranklinCovey.

This paper was originally presented by Dave Elkington, CEO of InsideSales.com, and Dr. James Oldroyd of MIT on October 16th, 2007 at MarketingSherpa's Business-to-Business Demand Generation 4th Annual Summit 2007 in Boston.

The original MIT and Kellogg Study that launched a new industry

Impression
Marketing^TM

InsideSales.com's 1st White Paper:
Impression Marketing^TM - The Art and Science of Inside Sales

10 Steps to Quadruple Inside Sales Results (A White Paper for Business to Business Sales over the Phone.) What would happen if your Inside Sales Representatives could progress a sale on every call whether they spoke to a decision maker or not? Learn this and 9 more steps to make an immediate impact on your teams that sell remotely.

InsideSales.com™ is the only provider of on-demand lead management solutions with built in dialers and telephony integration specifically designed for responding quickly and consistently to every lead you receive. We call it Lead Response Management. We make selling through the web and over the phone easy. We tie directly to forms on your website that import your leads directly into your system (we also integrate with Salesforce.com), then we route the lead and check to see if reps are standing by. We then trigger callbacks to your leads in seconds with our power dialer; dramatically increasing the number of contacted and qualified leads you receive. We then help you manage prospects, work deals, and manage customers all out of one system. Our reporting lets you truly analyze from your lead sources all the way to dollars in the house. And with our unique 'pay for what you need' fee structure you never need to make large capital investments for enterprise class systems. You can purchase a user seat, outbound dialer seat and inbound agent seat on a per- agent basis paying only for what you need at one low rate. Sign up for a free trial, start dialing and see how it can increase your sales in 10 days or less. Our marketing software suite is the only complete solution for lead generation marketing, lead management, lead response, and lead nurturing that includes telephony and hosted dialer solutions with email marketing, fax, voice messaging, and web-form callback.

InsideSales.com's 800# That Calls You
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