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Accelerated Sales Performance
November 15, 2013
InsideSales.com Research DivisionPerformed by James W. Phillips
Dreamforce 2013Lead Response Report
$495
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Copyright © InsideSales.com 2013
2
No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, scanning,
or otherwise, except as permitted under section 107 or 108 of the 1976 United States Copyright Act, without either the prior written permission of InsideSales.com. Requests for permission should be addressed to the Legal Department, InsideSales.com, 34 East 1700
South, Suite A113, Provo, Utah 84606.
© 2013 InsideSales.com
All rights reserved, including the right of reproduction in whole or in part or in any form.
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TABLE OF CONTENTS
Table of Contents .................................................................................... 3
Table of Charts ........................................................................................ 4
About the Research Team ....................................................................... 5
Lead Roles .......................................................................................... 5
Supporting Roles................................................................................. 6
Research Overview ................................................................................. 7
Optimal Lead Response Management..................................................... 7
Dreamforce ............................................................................................. 8
Methodology ............................................................................................ 9
ResponseAudit Technology ................................................................ 9
The ResponseAudit Process ............................................................... 9
Dreamforce Sample ............................................................................ 9
Results .................................................................................................. 10
Immediacy......................................................................................... 10
Persistency ....................................................................................... 11
Response Types ............................................................................... 12
Tradeshow Comparisons .................................................................. 15
Action Items........................................................................................... 17
Lead Response ................................................................................. 17
Companies Need to Be More Persistent ........................................... 18
Content Presentation ........................................................................ 18
Initiate Contact With a Phone Call ..................................................... 18
Conclusion ............................................................................................ 18
About InsideSales.com .......................................................................... 19
Works Cited ........................................................................................... 20
Appendix A – Top 20 Fastest Callers.................................................... 21
Appendix B – Fast Phone Response .................................................... 22
Appendix C – Top 20 Most Persistent.................................................... 28
Appendix D – More Persistent than Average ......................................... 29
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TABLE OF CHARTS
Figure 1 First Call Response Times ....................................................... 10
Figure 2 Number of Overall Attempts .................................................... 11
Figure 3 Number of Phone Attempts ..................................................... 12
Figure 4 First Response Medium ........................................................... 13
Figure 5 Total Response Medium .......................................................... 14
Figure 6 Response Medium Progression ............................................... 15
Figure 7 Median First Phone Response Time by Tradeshow ................. 16
Figure 8 Number of Attempts by Tradeshow.......................................... 17
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ABOUT THE RESEARCH TEAM
LEAD ROLES
James W. Phillips, Lead Researcher
James W. Phillips joined InsideSales.com in April 2013 as a Business Intelligence Analyst. In this role he is responsible for conducting research on company and industry level questions and to promote InsideSales.com’s position of innovation and leadership. Prior to InsideSales.com, James was a PhD student at Rice University where he conducted and published his own original research. Prior to his doctoral studies, he received his MS at Brigham Young University where he taught research methods undergraduate coursework and received several student awards as well as grant fundings.
David Elkington, CEO and Co-Founder of InsideSales.com
David Elkington has a rich background in technology, venture capital and corporate development. As CEO and Chairman, he has led InsideSales.com to consecutive 50-100% year-over-year growth rates, starting with the company’s inception in 2004. David has been active in the evolution and definition of the inside sales industry and speaks regularly. He is co-author of the groundbreaking Lead Response Management industry study, done in conjunction with James Oldroyd, Ph.D (visiting Research Fellow at M.I.T.). David has co-authored articles that have appeared in Harvard Business Review, Kellogg School of Management, Forbes, and other academic and industry publications. He is recognized both locally and nationally as a leader and entrepreneur in the cloud computing and inside sales/remote selling spaces.
Prior to InsideSales.com, David co-founded Integr8ted Technology Solutions, LLC, a leading e-business consulting and application development firm. Before Integr8ted, he co-founded and served as Director of Business Development for Everfill, Inc., an e-Health distribution company, until the sale of the company. Prior to his entrepreneur years, David worked as a financial analyst for the investment bank firm of Deutsche Bank Alex Brown, in their Baltimore, MD, office. David has also held positions with Merrill Lynch and MiraQuest Capital (a healthcare technology venture capital firm).
David serves on the board of ProvoTechX, on the advisory board of the American Association of Inside Sales Professionals (AA-ISP), and on the BYU CVLC advisory council. He has a background in computer science and holds a Bachelor of Arts degree in Philosophy from Brigham Young University, with minors in Business, Japanese, and Hebrew.
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Ken Krogue, President and Co-Founder of InsideSales.com Kenneth Krogue co-founded InsideSales.com in November 2004, where he currently leads the marketing, business development, consulting, education, implementation, and support departments. In this role, he is responsible for working with the Chairman and Chief Executive Officer to set the vision and strategy for the company, as well as overseeing all day-to-day sales and marketing operations. Ken brings more than 24 years of experience in sales, development, and marketing in both domestic and international markets.
Prior to joining InsideSales.com, Ken was one of the original founders of UCN, now inContact (NASDAQ:SAAS), where he held a number of positions including Chief Operating Officer. Prior to inContact, he built and directed the inside sales division at FranklinCovey (NYSE:FC), a leading provider of time and life management training systems. Ken has received many industry awards including being recognized among the Top 25 Most Influential Inside Sales Professionals in 2010 and 2012 by the American Association of Inside Sales Professionals (AA-ISP).
Ken is a weekly contributor to Forbes.com and an active thought leader in the inside sales industry. His personal blog is the top ranked blog in the world on the topic of inside sales. Ken speaks to audiences about twenty times a year around the country. He founded and served from 2010 to 2011 as the President of the Salt Lake City Chapter of AA-ISP. Ken attended the United States Naval Academy in Annapolis, MD, and earned a BS in Psychology from the University of Utah.
SUPPORTING ROLES
William Krohn, Business Intelligence Manager
Megan Strong, Business Intelligence Analyst, Team Lead
Anthony Berrett, Business Intelligence Analyst
Ben Warner, Business Intelligence Analyst
Ashley Biesiada, Business Intelligence Intern
Andrew Oldroyd, Business Intelligence Intern
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RESEARCH PAPER
DREAMFORCE 2013 LEAD RESPONSE REPORT
RESEARCH OVERVIEW
Attendees of the 2013 Dreamforce Conference in San Francisco, CA were tested for how quickly and persistently they responded to Web-based leads. Previous business research links immediacy and persistency of lead follow-up with positive sales outcomes. All participating firms can benefit from the identification and application of these results. This report describes the trends of all conference participants and highlights the top performing companies. As a result, this report also helps companies recognize areas of weakness and improve their lead management.
OPTIMAL LEAD RESPONSE MANAGEMENT
Response time and persistency greatly impact lead qualification and progress into the sales pipeline. Response time refers to the period between when an electronic lead has been submitted and when first contact is attempted by a sales rep. Persistency refers to how many times a company attempts to contact a new lead.There are two types of contact methods this study tracks: email contact and call attempts made by a member of the sales team.
In 2007, Dr. James Oldroyd published the Lead Response Management Study, which shows that sales agents do not have much time to respond before their leads become “cold.” In fact, the odds of contacting a lead after it is submitted and having it enter the sales cycle are 100 times greater when contacted within 5 minutes versus 30 minutes after the lead was submitted. Similarly, the odds of the lead entering the sales process, or becoming qualified, are 21 times greater when contacted within 5 minutes versus 30 minutes after the lead was submitted (Oldroyd, 2007).
In the March 2011 issue of the Harvard Business Review (HBR) an article entitled “The Short Life of Online Sales Leads” reported that companies are spending more on Internet leads, but their systems and processes are not keeping up. Between 2005 and 2009, the amount companies spent on Internet-generated leads increased 82%. However, of companies audited
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in the study referenced in HBR, only 37% responded within an hour, and almost a quarter—24%—took over 24 hours to respond. The average first response time of companies that responded within a month was 42 hours (McElheran, 2011).
In May 2012, Forbes.com came out with an article about lead response time entitled “When it Comes to Inbound Marketing Time is Definitely of the Essence.” The article discusses how companies are essentially wasting money on poor lead management. B2B companies spend an estimated $30 to $200 on each marketing lead generated, and B2C companies spend an estimated $2 to $25 per generated lead. Company executives likely do not realize the money they are losing by taking too long to attempt first call contact or by never attempting to contact a new lead (Olenski, 2012).
The speed at which a company responds to a lead is not the only factor that matters; the day and time of response also have an effect on the odds of contacting a lead. An article in Inc magazine, published in July 2011 entitled “How to Best Harness Inbound Marketing Leads,” mentions that for a group of 42 companies, Wednesdays and Thursdays between the hours of 4 pm and 6 pm are the best times to contact a lead (Markowitz, 2011).
Another factor in successfully contacting leads is persistency. Based on ResponseAudit research conducted by InsideSales.com, across 7,960 companies between the years 2008 and 2012, sales reps make, on average, only 1.3 call attempts to a new lead before giving up. Ken Krogue, president and co-founder of InsideSales.com, has blogged and spoken on this topic and on how to improve this metric, among others, at a number of events such as the Sales 2.0 and AA-ISP conventions (Krogue, 2012). He advocates making 8-12 calls in order to dramatically improve contact rates. Companies will likely increase the number of leads moving down their sales pipeline by being more persistent in contacting them.
DREAMFORCE
The Dreamforce Convention, organized by salesforce.com, is a tradeshow held each year in San Francisco, California. This event provides those affiliated with the sales industry, or otherwise affiliated with salesforce.com the opportunity to attend trainings, network with one another, and to learn of recent product developments.
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METHODOLOGY
RESPONSEAUDIT TECHNOLOGY
The patent-pending ResponseAudit technology from InsideSales.com was used to conduct this research. The process begins with a “secret shopper” who creates an alias name, email, phone number, and company website. Next, this “shopper” visits a website, locates a Web form, fills it out using the alias information, and submits it. As the company responds to the lead, the ResponseAudit system then records all call attempts, email messages, and timestamps for when each response is received during the following two-week period.
THE LEAD RESPONSE PROCESS
Audits are only performed during the standard business hours of 8:00 am to 5:00 pm (accounting for time zones), allowing companies to have the best chance at responding quickly. At the end of the process, a report is compiled for each company, complete with a list of response types (for call attempts and emails), counts, response times, and summary statistics. The ResponseAudit system automatically tracks all responses to the Web lead.
DREAMFORCE SAMPLE
For this report, we audited attendees of the 2011 or 2012 Dreamforce conference events, as well as publicized sponsors of the 2013 event. Each company’s website was searched for a Web form, and if found, audited using the process described above.The attendance of these companies to the Dreamforce event is indicative of their interest in sales management processes, therefore, it is reasonable to conclude that these companies would benefit from research on response time and persistency of their Web form leads.
The results of this study include 5257 companies included in analysis. Of the 5257, 1811 (or 34%) were eliminated from further reporting because they did not have a website which contained a functioning Web form. The remaining 3446 companies received a Web form submission successfully, and comprise the remainder of analysis. Of these 3446 companies, 1368 (or 40%) did not respond to the lead we submitted.
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RESULTS
IMMEDIACY
Immediacy refers to how quickly companies make their first contact attempt. Since many companies can set an automatic email reply within seconds of receiving a Web lead, the first attempt by email is less telling of response immediacy. Rather, the first attempt by phone is more revealing of contact immediacy, which we focus on here.
As previously described, if a company attempts phone contact within 5 minutes after lead submission, the odds that the lead is contacted are 100 times greater than if it is contacted 30 minutes after submission. In this Dreamforce 2013 audit, we found that the median first call response time of all companies that responded by phone was 4 hours and 8 minutes. The average for the same group was 40 hours and 56 minutes. In this case, the median is more informative than the average because outlying response times pull the average time much higher. The median, on the other hand, shows the time in which half of companies responded faster. Thus, about half of companies that responded by phone are responding in about 4 hours, as shown by Figure 1.
First Call Response Times
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Figure 1 First Call Response Times
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OVERALL PERSISTENCY
As previously explained, persistency refers to how many times a company attempts to contact a lead. Figure 2 illustrates the persistency of companies. Of the 3446 companies that received a Web lead, we noticed that 1368, or 40%, did not respond. The most common number of attempts was 0, and the second most common was 1.
Number of Overall Attempts
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Figure 2 Number of Attempts
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PHONE PERSISTENCY
Of the 3446 companies that received a Web lead, we noticed that 847 (or 25%) responded by phone at least once. Of these companies, the average number of phone responses is 2.53. Figure 3 represents the persistency of companies who respond through phone attempts. The most common number of phone attempts among those who did respond through phone, was one, with 307 companies.
Number of Phone Attempts
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Figure 3 Number of Attempts
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RESPONSE TYPES
Companies are able to respond through email or phone in following up on their Web leads. Of those that respond by phone, many also leave a voicemail, which we also tracked. Regarding first response, email is the primary method that companies use to respond to leads. Figure 4 shows that 75% of companies make their initial response through email.
After the first attempt, the response medium changes considerably. Figure 5 displays the overall response media used across all responses. Email still remains the primary contact method, which comprises 65% of all responses. The remaining 35% used phone calls to respond. Overall, 23% of the responses called and left a voicemail, and 12% called and did not leave a voicemail.
First Response Medium
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Figure 4 First Response Medium
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These data display a strong indication that sales reps use email for most of their Web lead responses, especially for the first response to the lead. Although email is easier, cheaper, and less intrusive, it is less effective because it does not involve live interaction with the lead in a timely manner. In noticing that the amount of responses by email decreases after the first response attempt, we can conclude that reps are using phone interaction later in the sales process as opposed to earlier. Figure 6 shows the percentage that each contact medium was used for each contact attempt number, which helps depict which response medium was used, and at what time during the lead response process.
Total Response Medium
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Figure 5 Total Response Medium
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Overall, the trend is that later contact attempts tend to involve more phone calls. This finding means that companies like to make their initial contacts through email, or that companies that rely more on email make fewer contact attempts.
TRADESHOW COMPARISONS
Although the Dreamforce tradeshow is one of the largest events for the inside sales profession, comparing other tradeshows with a similar focus on inside sales offers additional insights into lead response management. Over several years, InsideSales.com has conducted a number of similar reports of Web lead responses for a host of other tradeshow events. Figure 7 displays the median first phone response time for each of the tradeshows we have examined recently. Additionally, we examined the Fortune 500 companies.
Response Medium Progression
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Figure 6 Response Medium Progression
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These comparisons allow companies who attend one or several of these events to gauge their standing in comparison to industry peers. For those who attend Dreamforce, it is important to understand that a median first phone response time of about 4 hours is the middle-of-the-pack first phone response time. Companies should strive for quicker responses than their peers in order to gain a competitive advantage. It should be noted that an improvement occurred in the aggregate response time between Dreamforce 2012 and Dreamforce 2013. Although a 6 minute improvement in median first phone response time might seem trivial, it is important to consider that these events involve thousands of companies, across dozens of industries. This improvement is one indication that lead response management research is being implemented successfully as a whole, which is a benefit to these company’s business success, as well as to the consumers who are attempting to engage in business.
Additionally, it is important to compare the response attempts overall across each of these groups. Figure 8 displays the percentage of companies who responded at least once to their lead.
Median First Phone Response Time by Tradeshow
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Figure 7 Median First Phone Response Time by Tradeshow
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From Figure 8 we learn that a consistent trend occurs where 49-65% of Web leads receive at least one response. This is somewhat surprising because it suggests that 35-51% of leads—consistently across these groups and consistently over time—do not receive a response. Regarding the Dreamforce tradeshow, we notice an inconsistent response to Web leads. In 2011, only 49% of leads received a response. This number increased to 65% in 2012, but then declined slightly for 2013 to 60%. Overall, a slight decline in overall responsiveness occurred comparing 2013 to 2012 for Dreamforce attendees. udies—Persistency
ACTION ITEMS
LEAD RESPONSE
As previously mentioned, rapid response to a lead is necessary for effective lead management. It is likely that companies are lose money by not responding quickly to their Web leads. Those companies which invest money into marketing efforts to generate Web traffic, and ultimately, Web leads, should also be aware that the returns on that investment depend highly on their responsiveness. Businesses that respond quickly to leads
At least 1 Response Attempt Percentage
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Figure 8Cloudforce Other Studies—Response Time
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before they go “cold” will increase contact and qualification rates, and therefore increase the number of leads coming into their sales pipelines.
COMPANIES NEED TO BE MORE PERSISTENT
Persistency is also important to successful lead management, and therefore, the successful sales pipeline. About 40% of leads we submitted did not receive a response, and most others received only one response. The Dreamforce 2013 attendees would benefit from additional persistency and quicker immediacy as these items are directly related to successful business outcomes.
CONTENT PRESENTATION
Many companies who do engage in successful lead management and phone response can improve in content of the follow up phone calls as well. Often, we receive voicemails with reps who do not identify themselves other than first name. Others do not speak slowly while presenting their information as well. Elsewhere, InsideSales.com research describes call criteria which is most associated with successful business outcomes, which we encourage inside sales personnel to engage with further.
INITIATE CONTACT WITH A PHONE CALL
The data from Figure 3 shows that too many companies are trying to initiate contact with their leads through email. The phone is the best tool for this because it is much more assertive and often makes a live interaction with a “hot” lead who has recently expressed interest in a company by completing a Web form entry. Email does not demand immediate attention, and relies upon the lead to generate additional interest to garner a rep’s attention. Once should be enough, if managed timely and effectively. Email is a useful medium to use to respond to leads, but InsideSales.com research describes phone response to be the most successful.
CONCLUSION
The findings of this study suggest that companies need to respond more quickly and more persistently to Web leads. These general results can be useful for all companies that respond to Web leads. Further areas of investigation shall examine why companies do not respond to leads and how much money companies can gain by contacting faster. As the information about lead management grows, companies should emphasize
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utilizing this knowledge to improve their processes and increase their profitability.
ABOUT INSIDESALES.COM
InsideSales.com accelerates efficient lead response management and qualification. While many companies offer some improvement to some steps of the sales sequence, InsideSales.com aims to streamline and accelerate all processes pertinent to sales by addressing addresses the following:
1. Communication. Through software and dialing solutions, InsideSales.com allows reps to communicate most effectively through the sales sequence.
2. Gamification. Using a fun, interactive system of displaying work metrics, Insidesales.com technology helps address the human needs of the sales reps through a gamified work metric platform.
3. Predictive Analytics. Through analysis of millions of anonymized sales transactions, InsideSales.com now provides intelligent predictions of sales outcomes. In other words, the next lead is no longer random, rather, it is based on research most associated with successful business.
4. Data Visualization. Soon to be released technology will allow real-time data visualization in a user-friendly, 3D visualization which allows reps and managers to measure activity and intensify the sales process.
ResponseAudit is a unique service offered by InsideSales.com for analyzing a sales team's response time and persistence to an Internet-generated lead. To learn more, visit www.InsideSales.com.
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WORKS CITED
Kristina McElheran, J. O. (2011, March). The Short Life of Online Sales
Leads. Harvard Business Review, p. 28.
Krogue, K. (2012, February 23). Inside Sales Best Practices: 7 Ways to
Increase Contact Ratios. Retrieved from www.kenkrogue.com:
http://www.kenkrogue.com/best-practices/inside-sales-best-
practices-7-ways-in-increase-contact-ratios/
Markowitz, E. (2011, July 6). How to Best Harness Inbound Marketing
Leads. Retrieved from www.inc.com:
http://www.inc.com/guides/201107/how-to-best-harness-inbound-
marketing-leads.html
Oldroyd, J. (2007, October). Lead Response Management Study - Oct.
2007. Retrieved from Inside Sales Best Practices:
http://www.insidesales.com/images/LRM_07.pdf
Olenski, S. (2012, May 5). When It Comes To Inbound Marketing Time is
Definitely Of The Essence. Retrieved from www.forbes.com:
http://www.forbes.com/sites/marketshare/2012/05/22/when-it-
comes-to-inbound-marketing-time-is-definitely-of-the-essence/2/
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APPENDIX A – TOP 20 FASTEST CALLERS
The following list gives the ranks, names, and times of the top 20 fastest responding companies by phone.
Rank Company Name Time
1 Adapx Inc 0:00:29
2 MIR3 Inc 0:00:30
3 Responsys Inc 0:00:45
4 i2i Systems 0:01:02
5 Sun Microsystems 0:01:32
6 UnityWorks Media 0:01:34
7 DealerFire 0:01:42
8 InMage 0:01:50
9 Didit 0:01:51
10 CPI Security Systems 0:02:00
11 Vindicia 0:02:04
12 CL&D Digital 0:02:10
13 TreeHouse Interactive 0:02:12
14 Advanced Solutions International Inc 0:02:38
15 Paramount Equity Mortgage 0:02:39
16 Demand Metric 0:02:41
17 Novation Capital 0:02:41
18 Redseal Networks 0:02:44
19 Fairway America 0:02:45
20 SilkRoad Technology Inc 0:02:54
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APPENDIX B – FAST PHONE RESPONSE
The following list gives the names of all companies that made their first phone call faster than the median time. For exact times of all companies, please ask personnel from InsideSales.com.
123 Signup
A10 Networks
ABC Appliance Inc
AccuBuild
Active Endpoints ( Cloud Extend )
Activeprime Inc
Act-On Software
Adapx Inc
ADT Security Services Inc
Adtech Global
ADVANCED Motion Controls
Advanced Publishing Corporation
Advanced Solutions International Inc
Afex
Aflac Key Accounts
AirTight Networks
Akamai Technologies Inc
Akken Inc
Aktion Associates
All Traffic Solutions
Alliance Healthcare Services
Allied Vision Technologies
AlliedBarton Security Services
Amadeus Consulting Group Inc
Apac Customer Services Inc
Appfolio Inc
Apttus
Artez Interactive Inc
Ascentis Software Corp
ASI Datamyte
Aspect Software Inc
Astea International Inc
Atex Media Command Inc
Attunity
Audible Inc
JBara Software
JDA Software Group
Jenne Inc
Jitterbit Inc
JobTarget
Jolly Technologies
Juniper Networks
Kaon Interactive
kCura Corp
Kenandy
Kenton Brothers Inc
Kepner Tregoe
Kinetic Growth
Knowlagent
Konsyl
KORR Medical Technologies
Kurtosys
Landstar System
Lansa Inc
Laser Shot Inc
LaunchDM
Lavastorm Analytics
Layered Technologies
LessSoftware
LetterLogic
Leveleleven
Levitate Media
LexisNexis
LifeSize
Linkpoint360
Liquid Motors
LiquidFrameworks
LiveOps Inc
Maintech
Mansa Systems LLC
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AudienceView
Avalara Inc
AvePoint
AWC Incorporated
Axeda Corp
Barracuda Networks
BaseBuilders
Bayer Corp
Benefit Strategies LLC
Berlitz Corp
Bew Global
Bio Rad Labs
Bioness
Birkman
bitHeads
Bizo Inc
BlackLine Systems
Bloomberg LP
Blue Zebra Associates
Bluewolf
Boxwood Technology
Brainshark Inc
Bravo Graphics
Bridgewave Communications
Bridgford Foods Corp
Broadview Networks Holdings
Bunchball
Bungee Loyalty Programs
Burg Translations
Bush Brothers & Company
Cadence Design Systems Inc
Camstar
Catbird Networks
Cattron Group Inc
CCC Information Services Group Inc
Cendyn
Cernium Corp
Channel Advisor
Channel Insight
Charles River Systems Inc
Cipher Cloud
Markit
Maximizer Software
Mazda Motor Co
McElroy Films
Medgate
Medsphere
MetaCommunications
MF Digital
Mimeo Inc
Mindbody
MindTouch
MIR3 Inc
Mobile Iron
Modular Space Corp
Moka5
Monitronics
Motion Computing
Navicure
NeoSystems Corp
NetBase
NetProspex
Network Appliance
Network Hardware Resale LLC
New Breed Inc
New Generation Computing
New West Technologies
Nexidia
Nitech
Noble Systems
novation Capital
Ntirety Technologies Corp
Numerex Corp
NuVue Business Solutions
Oce North America Inc
Oceanwide Inc
Odotech Inc
Okta
Omega World Travel
OneSource Information Services Inc
Onity
Open Text Corp
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CIRCADENCE
Citel Technologies
Citizens Financial Group
CJIS Group
CL&D Digital
Clarizen
ClearSlide
ClickSoftware Inc
Cloud9 Analytics
CloudAmp
CloudCoaching International
Coalfire Systems
Code 42
Comcast Business Class
Comity Designs
Commonwealth Legal
Continental Carbonic Products
Convergys Corp
COPC
Coresense
Cougar Mountain Software
Coupa
Course Trends
CPI Security Systems
Critical Mention
CrunchTime
CUX
CyanGate
Data Domain Inc
Dataflo
Datalogics
Datastax
Datria Systems
DAVID Corp
DealerFire
DealerSocket
Demand Metric
DeviceLock
Didit
Digium
DiscoverOrg
OpSource
Optimum Lightpath
Opt-Intelligence
Palladium Group Inc
Panopto
Paramount Equity Mortgage
Passage Technology
Passkey
Patrick Henry Inc
Patron Holdings
Paychex Inc
Penn Treaty American Corp
Peoples Bank
PeopleStrategy
Perceptive Software
PFSweb Inc
Pilgrim Software Inc
Pint
Pitt Ohio Express
Plexxi Inc
Point N Time Software
Precisio Business Solutions
Precision Point
Prepared Response Inc
Presagis USA Inc
Presidio Solutions
PrintSF.com
ProEdit
Pyxis Mobile
Q4 Web Systems Inc
QlikView
QPharma
Qualifacts Systems Inc
Qualitech
Qualtrics
Qumu Corporation
RapidAdvance LLC
Redseal Networks
Responsys Inc
Reval
Ricoh Americas Corp
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Diskeeper Corp
Diversified Insurance
DMTI Spatial
DocuSign
DocVerify
Doubledutch
Dow Jones and Company
Druva
Dub Labs (ScanBizCards)
e4e Inc
eBRIDGE Software Inc
eChalk Inc
eClinicalWorks
ecVision
eDocSecure HealthCare Solutions
egain
Elance
Electric Vine
EMA Design Automation
Emeritus Senior Living
Emtec
Endeavors Technologies Inc
Enterprise Rent A Car Co
Enventure GT
EORM Inc
EPAY Systems
Epocrates
Equilar
Esker
eTrigue Corp
Everbridge Inc
Exfo
Experian QAS
Fairway America
FatStax
FFF Enterprises Inc
FierceMarkets
Financial Information Group
FinancialForce.com
Fine Point Technologies
Firespring
Right On Interactive
Robert Good Associates
Saba Software
Sage Software Inc
Sales Performance Inc
Salesforce
SAManage
Scribe Software Corp
Seal Software
SecureWorks Inc
SeeWhy
Sentry Air Systems
Shipwire Inc
Siemens PLM Software
Silicon Graphics International Corp
SilkRoad Technology Inc
Silver Peak
Simplex Grinnell LP
SimuTech Group
Single Point of Contact
SinglePlatform
SmartZip
SmithBucklin Corp
Snowbound Software Corp
Soluble Systems
Solver
Sparksight
SPS Commerce
State Electric Supply Co
Steelwedge Software
Steven Douglas Associates
Strategic Sales Systems Inc
StrikeIron
Subscriber Mail
Summit Brokerage
Sun Microsystems
Suncast Corp
Sunrise Ford North Hollywood
Surety
Synergis
Talent Analytics
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First Banks
Five9
Fortinet Inc
Fortunoff
Freeman Hyundai
Full Circle CRM
FunnelSource
Gaia Power Technologies
Genco
Genesis Consolidated Svcs
Genscape
Genzyme Corp
Get Satisfaction
Global Relay
Global Software
Globanet
Globeranger
Glowpoint
GoodData
Gorman-Rupp Industries
Gosecure Auth
Green Beacon Solutions
Greenline Financial Technologies
Hireability
HireVue
Horizen Health Corp
Host Analytics Inc
Huthwaite Inc
i2i Systems
iContact
ID Systems Inc
iGrafx
iMedica
Infinite Conferencing
Infoblox
InformaticaCloud
Information Builders Inc
InMage
InsightSquared
Interactive Intelligence Inc
InterLegis
TargetX.com LLC
Team Informatics
TechInsights
Techvalidate
Telehouse
Terabeam Wireless
The Event Team
The NPD Group
The Star Tribune Co
Thermo Electron Corp
ThinkProfits
Thrive Networks
Thunderhead
TimeClock Plus
Tippman Industrial Products
TMG Health
TMone
TOA Technologies
ToolsGroup
Totango
Translations.com
TreeHouse Interactive
Trifecta Technologies
TriNet HR Corporation
Trover Solutions Inc
Tumbleweed Communications Corp
TVC Communications
Twistedpair
Unifirst Corp
Unilock
Unishippers Association Inc
United Building Centers
UnityWorks Media
USA Truck Inc
USFI
Utilimaster Corp
Valley National Bank
VectorMAX
Veeam
Velocify
Ventyx
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Intermec Inc
InterNAP Network Ser
Internet Creations
Interplex Industries
Intertrade
Intransa
IPM Technology Consultants
iRise
Isensix
iSolv
IT@Once
iUniverse Inc
J.D. Associates
Viewfinity
Vindicia
Virtual Radiologic Corp
Vitech
Vitrium
ViXS Systems
Vocalcom
Wolf Consulting Services
WorkSmart
Writing Assistance
yourmembership.com
Zero Zone
Zetta
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APPENDIX C – TOP 20 MOST PERSISTENT
The following list gives the top 20 most persistent companies. This list represents number of response attempts.
Rank Company Attempts
1 Paramount Equity Mortgage 61
2 Jobfox 26
3 egain 24
4 Everbridge Inc 23
5 Ascentis Software Corp 21
6 LeadLander 18
7 Pier 1 Imports 18
8 Druva 17
9 Mazda Motor Co 17
10 Avalara Inc 16
11 Astea International Inc 15
12 Elance 15
13 RapidAdvance LLC 15
14 SAManage 15
15 Totango 15
16 Akken Inc 14
17 Enterasys Networks Inc 14
18 Appfolio Inc 13
19 Cipher Cloud 13
20 Digium 13 Persistent
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APPENDIX D – MORE PERSISTENT THAN AVERAGE
The following list names the schools that attempted contact more persistently than average (2.7 attempts). Therefore, this list represents companies who respond 3 times or more.
Absolute Software Accuvant Acquia, Inc. Activeprime Inc Adeptia Inc Aderant Holdings Advanced Publishing Corporation Advanced Solutions International Inc Agilone AirWatch Alfresco Alien Technology Allied Vision Technologies Altia Inc Amadeus Consulting Group Inc AmeriVault Corp Anacomp Inc Appian Corp Appirio Architech Aria Systems Arrowpointe Corp Artez Interactive Inc Attunity Audible Inc AudienceView Aveksa Axosoft LLC Bankers Life and Casualty Company Bankrate Inc Basati Bayer Corp Berlitz Corp Bersin & Associates Bigcommerce Bio Rad Labs Birkman BoardVantage Boxwood Technology
Internet Creations IQ Services Isensix iSolv Ixia JDA Software Group JR Simplot Co Kimberly Clark Corp Koch Membrane Systems Kurtosys Laru Corp Level 3 Communications Levitate Media LiquidFrameworks LoopFuse Marathon Technologies Corp Markit Marsh MasterControl Inc Maxim Integrated Products Inc Maxplore Technologies McLane Co Inc Medgate MediaFrames360 Medialets Medsphere Meridium Inc Merkle MetaCommunications Mindbody Mintel Monitronics Moody's Motivaction LLC Mpi Research Neolane Inc NetProspex Network Hardware Resale LLC New York Life Insurance Co
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Bracket Labs Breach Security Bridgford Foods Corp Broadview Networks Holdings California Payroll Callidus Software Inc Cameleon Software Cendyn Centro Cerner Corp Channel Advisor Chase Paymentech ClearSlide Cloud Apps Cloudingo Column Technologies Commonwealth Legal CompuGroup Medical Continental Carbonic Products Correlsense CPA2Biz Inc CronSights Crossroads Systems Cross-Tab Cummins Inc DataBankIMX Dataguise Dexterra DiscoverOrg DocuLex Inc Doubledutch eChalk Inc Embarcadero Technologies e-MDs Inc Emerging Information Systems Inc Entrinsik Equilar Evapt Inc ExactTarget Expensify Inc. Exponent partners Fairway America Farm Bureau Mutual Insurance Co Fellowes Inc Firespring Flightview
Olympus Corp On24 Inc OneSource Information Services Inc Onity Open Access Inc OpSource Optum Pacific Life Insurance Co Parature Inc Passage Technology Peoples Bank Perseus Development Corp (Vovici Corp) Planalytics Inc Plant CML Poptent Precisio Business Solutions Previsor Inc ProExhibits Proofpoint Inc Q4 Web Systems Inc Qarbon Inc Quadramed Corp Rackspace Riptide Software Salesforce Samsung Electronics America Sara Lee Corp SAS Institute Inc Scribe Software Corp SeeWhy Siemens PLM Software Silicon Graphics International Corp Simplex Grinnell LP SinglePlatform Skillsoft Ireland Limited SkyeTek Inc SSB Bart Group Staples Inc Sto Corp Subscriber Mail Sun Light & Power Symplified Inc Syntellect Tail-f Systems Talisma Corp The Colonial Penn
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Fortunoff GaveKal Capital Genius.com Genzyme Corp Global Experience Specialists (GES) Globanet Glowpoint Gorman-Rupp Industries Gosecure Auth Healthcare Management Systems Inc Hermance Machine Company High 5 Software Hired My Way Horizen Health Corp Hosokawa Micron HotLink HTC (HT Cho) iCharts ICS IEX Corp iMedica Indicee.com Infinera InterLegis
The Event Team The NPD Group The Tas group thePlatform for Media Inc Thermo Electron Corp ThinkProfits Thomson West GLS Total Resource Management (TRM) Transera Translations.com UNIT4 United Natural Foods Inc Universal American Financial Corp Validar Vetrazzo LLC VFM Leonardo Visage Mobile Visible Technologies Wealth Engine Westpac New Zealand Limited Wind River Systems Wolf Consulting Services Zanett