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Infographic: The Data Behind What Makes An Effective Sales Process

by Sean Work

This is one of my all-time favorite infographics. I reference it in other articles quite regularly.

It really gets to the point of how important it is to respond to your inbound leads ASAP. And I’m not talking about newsletter signups or people who have downloaded a white paper. I’m talking about hot leads: People who are calling in, asking for demos, and asking specific questions. I’ve worked for many B2B companies in the past where this was always something that could have been improved.

The first problem is: 9-5. You’re losing a ton of money by not responding to leads during off-hours. How much does it cost to hire an agent on UpWork (formerly Odesk) to be available to respond to leads (inquiries) off-hours? Answer: not much. Think about how that one little move could do wonders for your bottom line.

If there is one metric you should focus on, lead response time might be the one! Look at the infographic below for more revealing insights.

Infographic Data Behind Effective Sales Process

This infographic was originally published on Kissmetrics.

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Sean Work

Sean Work is the VP of Inbound Marketing here at Crazy Egg. You can follow him on Twitter @seanvwork. You can listen to his podcast "Worketing" on YouTube or SoundCloud.


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