But how quickly? What days and times are best to follow up on leads? How persistent should you be before it’s no longer worth your time?
James Oldroyd, PhD of Ohio State University, and David Elkington, CEO of InsideSales.com, conducted research on three years of data from companies that deal with web-generated leads. They found that timing is key. The likelihood of making a sale drops off dramatically more than five minutes after initial contact.