The Surprising Impact of Call Frequency on Lead Conversion
Too often, sales management professionals underestimate the value of persistence. In a recent analysis of over 15 million sales leads,Leads360 discovered that making 2 calls versus just 1, increases the chances of contacting a lead by 87%. The same study revealed that a disappointing 50% of leads are never called a 2nd time. The research also found that attempting contact 6 times resulted in nearly the maximum possible contact rate, yet nearly 60% of sales people made less than 6 contact attempts.
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- Published:
- 11.10.09 / 3am
- Category:
- Lead Management
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