Inside Sales Performance and Efficiency
Thursday
Tuesday
Lead Management
Representative
Lead
Representative Lead
Representative
Lead
Reps are 49.7% more likely to connect with a lead on Thursday vs. a Tuesday
Source: Lead Response Management Study
Lead Generation
Reps are 114% more likely to
connect with a lead between
4pm to 6pm Vs. 11am to 12pm
Source: Lead Response Management Study
DiscoverOrg Meeting
300%
More Meetings
97%
Direct Dial
Phone
Numbers
!#&? Meetings
51%
Direct Dial
Phone
Numbers
A rep with 97% direct dial phone numbers
on their prospects sets 300% more meetings
than a rep with 51% direct dials
Source: Vorsight study
21% of IT purchasing decisions are
initiated by the CIO’s Executive Assistant
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Source: IAAP February 2009 Benchmarking Survey
A 5% increase in direct dial phone
numbers correlates directly to
103 additional meetings set each year
Source: Vorsight Study
The odds of qualifying an inbound lead
drop 21x between the first 5 and 30
minutes after the lead is submitted
Source: Lead Response Management Study
$27,000 – Salary wasted on one sales rep running down
bad prospecting data in a year
Salary
$27,000
Source: Lead Response Management Study
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