Tracking Lead Response Time on Salesforce.com
More than ever, the attention span of a B2B buyer is fleeting. B2B CEOs are adding lead response time to the short list of key metrics reviewed daily.
Why? Because every lead counts right now. When a lead raises a hand asking for sales to get in touch, the likelihood of conversion to an opportunity correlates with timely follow-up. Leadership is right to focus on this tactical metric right now. As far back as 2011, a study in the Harvard Business Review found that companies are just too slow to respond. The authors found that the reasons for this…