SILICON SLOPES, Utah--(BUSINESS WIRE)--
InsideSales.com, the No. 1 artificial intelligence (AI) growth platform for sales, today announced its 2018 Response Audit awards, recognizing the 10 companies that best excel at lead response management.
Presented at the AA-ISP (American Association of Inside Sales Professionals) Digital Sales Leadership Summit in Chicago, the results show that a prospect contacting these companies receives a response in an average of 12 minutes with at least two follow-up contact attempts.
“Leads have a short shelf-life, meaning a sales rep shouldn’t let a sales lead wait more than five minutes before they respond, or the lead can go cold,” said Gabe Larsen, InsideSales.com’s VP of growth. “While the majority of response times were still much higher than five minutes, these companies are doing the best job of responding to their leads quickly - and ultimately, more effectively.”
The Response Audit report, due for publication later this month, included 180 companies, all members of the AA-ISP. It measured how companies respond to leads, with each company scored on immediacy (how fast do they respond to leads) and persistency (how many times do they follow up with leads).
The average for all companies included in the study was 39.79 hours, while the average persistency was 3.15. Lead response times have only changed slightly from 2016, with the Fall 2016 Response Audit performed after the Dreamforce conference showing an average lead response time of 38.35 hours. When it comes to persistency, however, sales professionals today are following up 29 percent fewer times (3.15, compared to 4.47 in 2016).
“Many sales professionals still have a ways to go when it comes to responding appropriately to leads,” said Suaad Sait, president of growth, InsideSales.com. “Smart sales systems, powered by AI technology, can potentially improve lead response times, decluttering sales reps’ schedules and allowing them to focus on what’s really important—conversations with their most valuable customers.”
The top 10 companies recognized by the report as having the best response times include:
- James Hardie Industries
- Dynamic Signal
- Automatic Data Processing (ADP)
- The Site Edge
The fastest responder, James Hardie, had a 3.48 minute response time, with seven follow-up responses total.
Companies looking to find out what their lead response time is compared to industry benchmarks can do so by getting a free audit at www.leadresponse.com.
InsideSales.com offers the leading artificial intelligence (AI)-fueled sales acceleration platform. Powered by Neuralytics®, a predictive analytics and AI engine with the industry’s largest collection of sales interaction data, the platform helps sales teams close more sales by efficiently engaging with the right prospects, at the right time, in the right way. Industry awards include the Forbes Cloud 100 list, CNBC Disruptor 50, and the 2017 AIconics Award for Best Artificial Intelligence Application for Sales and Marketing. Customers include ADP, Bank of America, Caesars Entertainment, CenturyLink, Fidelity Investments, Groupon, and Microsoft. For more information, visit www.insidesales.com.