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THE LEAD RESPONSE MANAGEMENT STUDY OVERVIEW

Similar to the Lead Response Management Survey, but with far more precise data, this study set out to fill the knowledge gap that exists between marketing and sales, where companies are using intuition and experience to manage lead response timing rather than science.

To begin the study, we engaged with Professor Oldroyd again, who was now a Faculty Fellow at MIT. The study was designed to identify what day of week, time of day and time from creation to call back a web-generated lead for optimal contact and qualification rates. This study did not address close ratios.

We used the data from the InsideSales.com system (critical to this purpose because it generates and stores quantitative call data linked

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