1 out of 3 companies don’t respond

to lead inquiries

Only 1 out of 216companies earned an A grade

in all four categories

Ps

Download the full report at www.conversica.com/lead-follow-up-report

Findings from Conversica’s 2015 Sales Effectiveness ReportLEADThe Problem with

FOLLOW-UP4To gauge the current state of lead follow-up in various industries, we secret shopped 311 companies and graded their follow-up in four key categories. How would you stack up? Ps

PROMPTNESS8%

5-MinuteResponse Time

AVERAGERESPONSETIME52

HOURS

Only 8% met 5-minute response time best practice

PERSISTENCEB

A

53%ContactAttempts

1-2

BestPractice

8+@

More than half the companies made contact no more than 2 times before giving up

137x

PERSONALIZATION

Likelihood ofBeing Read

137x with Full Personalization

30%Zero Personalization

30% of companies did not personalize their communications in any way, even though doing so would increase the likelihood of their email responses being read

of companies received a C or lower gradecompared to best practices65%

20%

60%

50%

40%

30%

10%

0%

A B C D

3%

56%

9%

32%

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The worst email responses were impersonal

PERFORMANCEPoor deliverabilty correlated highly with lack of personalization

90% of companies did well on deliverability

20%

60%

50%

40%

30%

10%

0%

A B C D

Portrait of an undeliverable email:The characteristics of an email bound for the spam folder are easy to recognize. Large graphics and abundant links were the most common problems.

43%48%

8% 2%