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    Lead Response
    From All Of Us - Friday, January 15, 2010
    Over 1 million sales calls across 50 different companies by 1000 sales professionals have been analyzed. Here is what works...

    Dr. James Oldroyd of the Kellogg School of Management is probably the world’s greatest expert on the measurement of sales call results. In an interview with Geoffrey James, Dr. Oldroyd revealed some of his findings:
    • Always give priority to your newest leads. If you have a lead that is two hours old and one that just came in, focus on the one that just came in. If you do the opposite, you’ll always be fighting an uphill battle trying to reactivate leads that are already dead.
    • You are 4 times more likely to successfully qualify a lead if you call within 5 minutes than if you call between 5 and 10 minutes. You are 21 times more likely to qualify a lead if you call within 5 minutes than if you wait for 30 minutes.
    • If you want to optimize you need to measure what’s actually working, which means tracking your leads throughout the pipeline and then drawing conclusions based upon the patterns that emerge.
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