SUMMARY: If you think you know the best day or time to follow up on a Web-generated lead, you're probably wrong. New research that will be revealed exclusively at MarketingSherpa's B-to-B Demand Generation Summit next month may help rewrite the rules on when marketers should activate their sales team to get the best results.
We're giving you a sneak peek at one marketer's results from the study, and we guarantee that you'll be surprised. Includes answers to:
- How many hours to wait before calling
- What time of day gets the best conversion rates
- Which day gets the most completed calls
Like most marketers who dread letting hot leads go cold, Steve Fitzgerald and Steve Heath of FranklinCovey rely on a telemarketing team to contact Web users who abandon online shopping carts for their time management-training workshops.
Heath, who manages the call center, tried placing follow-up calls 15-30 minutes after prospects bailed out of the online registration forms. But the......
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