When B2B companies effectively follow up with inbound leads, it has a massive impact on lead conversion — and ultimately revenue. However, leads are often neglected, with 38% of businesses not responding to inbound leads at all, according to the 2017 Sales Effectiveness Report.
The report also shows that the speed of following up with leads is a challenge. Of those that did engage leads, 63% give up too easily after one or two contact attempts. The report conclusion is that human sales teams selectively contact leads and delay following up quickly.