SOURCE: InsideSales.com

InsideSales.com

September 20, 2012 17:42 ET

New Research Released at salesforce.com's Dreamforce 2012 Shows Companies Responding Faster to Leads

InsideSales.com Releases Largest Research Study of Its Kind With Over 4,300 Companies "Secret Shopped" With Leads Submitted on Their Website; Average Response Time Drops by 18.2% to 34.6 Hours From 42.3 Hours

SAN FRANCISCO, CA--(Marketwired - Sep 20, 2012) - InsideSales.com, the leading cloud-based provider of sales automation and analytics for inside sales professionals today announced the results of the largest research study ever done on the response practices of companies to their own internet leads. The announcements were made initially to companies on the show floor at Dreamforce 2012, the industry leading trade show of salesforce.com.

Two months prior to the show, the InsideSales.com research team submitted a fictitious web lead that looks real enough to get past lead scoring algorithms of even the very best marketing automation companies (Marketo, Eloqua, and Act-On are all customers). The leads have a compelling identity, website, phone number, and email address that is a corporate domain (not Gmail or Hotmail account, for example).

Then the patent-pending technology tracks how fast companies respond by both email and phone call attempts, voice messages left, and emails sent. The system then pulls all of this information into a benchmark report for the individual company. All of these individual reports are available in .pdf format by contacting an InsideSales.com representative.

"The average response time dropped significantly this year for the first time in five years of doing this," said Dave Elkington, CEO and Founder of InsideSales.com. "Companies are starting to realize that immediacy and persistency in responding to leads make a huge impact on the results that come from those leads. This improvement appears to coincide with the recent wide spread adoption in enterprise companies of inside sales teams and practices. We are excited that our publicity and educational efforts are finally paying off."

The average response time prior to this massive study was 46 hours and 53 minutes across more than a dozen research studies in five years and over 10,000 companies studied. The average response attempts to reach a lead before giving up have been only 1.3 attempts. This year, companies are being far more persistent with an average attempts at 2.63, more than double previous research studies.

"The biggest issue is that only 27 percent of leads actually get contacted by sales teams." explained Ken Krogue, President and co-Founder of InsideSales.com. "Imagine what a CEO or CMO would think if they knew that only a fourth of leads are getting spoken to, when with better techniques and technologies they could be speaking to 92 percent of leads. That is a 3.4x improvement in wringing value out of leads by just making sure they get contacted."

The top 100 companies with their response times and response attempts are listed below:

             
Company Name   Rank   Call
Time
  Attempts
InsideSales.com*   1   0:00:17   15
Outrigger Enterprises   2   0:00:56   1
MIR3 Inc   3   0:01:08   2
Light Industries Services Corporation   4   0:01:16   4
Genco   5   0:01:17   2
Cask Technologies   6   0:01:20   2
Aflac Key Accounts   7   0:01:30   6
Synaxis   8   0:01:31   2
Accelrys Inc   9   0:01:52   1
Chase Paymentech   10   0:01:57   9
Enterprise Strategy Group   11   0:02:05   3
Paramount Equity Mortgage   12   0:02:13   6
Engine Yard   13   0:02:25   5
TimeTrade Systems Inc   14   0:02:26   6
Novation Capital   15   0:02:30   11
Vindicia   16   0:03:20   6
CPI Security Systems   17   0:04:07   4
Widen Enterprises Inc   18   0:04:42   4
A1 Foundation Crack Repair, Inc   19   0:04:45   4
Katun Corp   20   0:04:45   1
Novell Inc   21   0:04:48   1
Teplis Travel Service   22   0:05:09   2
Athenahealth Inc   23   0:05:31   4
Keystone Business Services   24   0:05:47   5
MegaPath Inc   25   0:05:54   10
Union Pacific Railroad   26   0:06:05   2
Train by Cell   27   0:06:44   1
Virtual Radiologic Corp   28   0:06:50   8
ShowingTime   29   0:07:01   2
Baynote Inc   30   0:07:14   2
Experian QAS   31   0:07:25   6
IDES Inc   32   0:07:26   2
DataCore Software   33   0:07:27   8
CS Stars   34   0:07:37   2
Amcom Software Inc   35   0:07:50   4
First Advantage Corp   36   0:07:53   8
Omtool Inc   37   0:08:22   1
AIROOM   38   0:08:26   2
Moose Exhibits   39   0:08:39   1
IDT Corp   40   0:08:44   2
123 Signup   41   0:09:02   7
Dynamix Group   42   0:09:07   2
FatStax   43   0:09:07   1
Jitterbit Inc   44   0:09:09   21
ServiceMax   45   0:09:19   8
CyanGate   46   0:09:36   2
Comdata Corp   47   0:10:06   2
Vocalocity   48   0:11:11   12
eTrigue Corp   49   0:12:08   8
Intuit   50   0:12:18   4
M5 Networks   51   0:12:43   30
AXIS Data Solutions   52   0:13:27   3
PFSweb Inc   53   0:13:34   5
Configero, LLC   54   0:13:50   9
Dayton Progress Corp   55   0:13:51   2
Demand Metric   56   0:13:57   5
Insight Communications   57   0:14:01   4
Digium   58   0:14:08   6
Salesforce   59   0:14:18   13
Informatica Corp   60   0:14:30   26
Faro Technologies   61   0:14:43   3
AA-ISP   62   0:14:46   2
IT Computer Support of New York   63   0:15:08   4
The Connection   64   0:15:36   2
ForceBrain   65   0:15:44   10
Salesgenie.com   66   0:16:01   7
SkyeTek Inc   67   0:16:18   4
ZOLL Medical Corp   68   0:16:25   3
AutoRevo Ltd   69   0:16:38   5
FierceMarkets   70   0:16:54   1
Akken Inc.   71   0:17:04   4
eVestment Alliance   72   0:17:25   1
Polymer Packaging Inc.   73   0:17:58   2
Powercode Systems LLC   74   0:18:00   3
Cendyn   75   0:18:00   5
Computer Generated Solutions Inc   76   0:18:14   2
Act-On Software   77   0:19:02   7
Dennis K Burke Inc   78   0:19:28   1
Marin Software   79   0:19:45   6
Burdette Knoll   80   0:19:57   3
Rasmussen College   81   0:20:16   11
eGain   82   0:21:11   2
Belcan   83   0:22:12   1
Marketo   84   0:22:24   18
Keynote Systems   85   0:22:34   3
Critical Mention   86   0:22:43   4
Leads 360   87   0:22:59   10
Guide By Cell   88   0:23:05   6
SteelBrick   89   0:23:12   18
Sanbolic Inc   90   0:23:17   8
Evotem LLC   91   0:23:28   4
WireSpring Technologies Inc   92   0:24:32   14
ABM Industries Inc   93   0:24:44   1
Zipwall, LLC   94   0:24:57   2
Pervasive   95   0:25:08   18
LexisNexis   96   0:25:16   4
Bayshore Solutions   97   0:26:45   2
Patientkeeper Inc   98   0:26:54   1
Cold Pack System   99   0:27:19   2
Juniper Networks   100   0:27:25   5
Network Hardware Resale LLC   101   0:27:34   4
             

*We added an additional listing in the Top 100 to replace our own InsideSales.com team; which responded in 17 seconds with 15 contact attempts.

To learn more about ResponseAudit, access your own ResponseAudit, or request a one-time free lead response analysis, visit www.ResponseAudit.com or call sales rep at (866) 498-6434.

About InsideSales.com, Inc.

InsideSales.com delivers a high velocity sales platform enabling inside sales representatives to respond to Internet generated leads in five minutes or less. The need for this rapid response was identified in research originally conducted by InsideSales.com, in conjunction with Dr. James Oldroyd. The PowerDialer platform, designed for business-to-business and high-end business-to-consumer sales environments, has been the most popular dialer app on the salesforce.com AppExchange for five years. InsideSales.com enterprise customers include ADP, BMC Software, Dell, Gannett Local, Inc. magazine, Marketo, ON24, Re/Max Cornerstone, Groupon and Seagate. To learn more, visit: www.insidesales.com.

Contact Information

  • Contact:
    A. Cory Maloy
    Snapp Conner PR
    801-319-7900
    Email Contact