B2B leads can go stale quickly if not followed-up in a timely manner. this presentation discusses the impact of fast vs. slow lead follow-up.

1. Keep B2B Leads from Going Stale
Fast Lead Follow Up Keeps B2B
Leads from Going Stale
Christopher Ryan
info@fusionmarketingpartners.com

2. Contact to Close Rate
The following chart (from 360Partners) illustrates the huge impact of
following up inbound responses quickly.
Note the tremendous drop when you delay your follow up to
30 minutes instead of calls within 5 minutes.

3. Sobering Statistics
If these statistics aren’t sobering enough, consider
the following:
• 51.4% of B2B Leads are never called.

4. Sobering Statistics
If these statistics aren’t sobering enough, consider
the following:
• 51.4% of B2B Leads are never called.
• The average number of phone calls made to new leads is 1.

5. Sobering Statistics
If these statistics aren’t sobering enough, consider
the following:
• 51.4% of B2B Leads are never called.
• The average number of phone calls made to new leads is 1.
• The average number of emails sent to new leads is 0.9.

6. Sobering Statistics
If these statistics aren’t sobering enough, consider
the following:
• 51.4% of B2B Leads are never called.
• The average number of phone calls made to new leads is 1.
• The average number of emails sent to new leads is 0.9.
• The average call response time for leads is 46 hours.

7. Sobering Statistics
If these statistics aren’t sobering enough, consider
the following:
• 51.4% of B2B Leads are never called.
• The average number of phone calls made to new leads is 1.
• The average number of emails sent to new leads is 0.9.
• The average call response time for leads is 46 hours.
• 85% of sales teams don’t track call response times.

8. The Bad News
If these lead response data points are similar to
what you are doing – you are definitely losing
business.

9. The Good News
First, the steps you take to contact and process your
B2B Leads in a more expedient manner will reap
large rewards.

10. The Good News
First, the steps you take to contact and process your
B2B Leads in a more expedient manner will reap
large rewards.
Second, if your competitors fail to
follow up with their leads quickly, and
you are a lead response speed
demon, you will gain competitive
advantage.

11. Bottom Line Results
Improvements in singular lead metrics (conversion
ratios) can have a large impact on bottom line results.

12. Bottom Line Results
Improvements in singular lead metrics (conversion
ratios) can have a large impact on bottom line results.
If you can restructure your sales development process
to achieve a much faster lead response time you will
find much greater value in your B2B Leads.

13. Bottom Line Results
Improvements in singular lead metrics (conversion
ratios) can have a large impact on bottom line results.
If you can restructure your sales development process
to achieve a much faster lead response time you will
find much greater value in your B2B Leads.
For more on this subject, see Sales Lead
Management: Are you a Victim of FTFU (Failure to
Follow-Up)?

14. Facebook
LinkedIn
Twitter
Check Back!
Check back in the coming weeks to learn
more about B2B marketing and lead
generation!
Check out our free
Lead Generation
eBook.
And connect with us
via:
In the meantime…

15. About Fusion Marketing Partners
Christopher Ryan, CEO
We Do This:
Brand building/messaging
Website optimization
Content creation
Lead generation
You Get This:
Much greater levels of awareness
Higher quantities of qualified leads
Ability to generate faster revenue
Lots more information at:
http://FusionMarketingPartners.com/
http://Greatb2BMarketing.com (blog)
info@fusionmarketingpartners.com
719-357-6280