Marketing Tip of the Week: Two Keys to Successful Sales Lead Follow-up [Video]

Posted by Katie Steelman on Thu, Mar 24, 2016

MTOTW #43: Deliberate lead nurture programs, as part of an inbound marketing strategy, are essential to sales. As we mentioned in a previous video, nurtured leads make 47% larger purchases than non-nurtured leads. The two biggest keys to reaching those prospects? Persistence and speed.

In 2007 it took 3-4 cold call attempts to reach a prospect. Today it takes 8-10. And 80% of sales require as many as 5 follow-up calls after the initial meeting. Despite this, 44% of salespeople give up after just 1 call. Consistent yet varied outreach in the form of calls, voicemails, and emails will help you close deals.

Speed of communication is also paramount. Studies have shown that 50% of sales go to the first salesperson to contact the prospect. Furthermore, a salesperson is 9x more likely to convert a web lead if they follow up within 5 minutes of initial contact.

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Topics: Marketing Strategy