How to Capitalize on Web-Generated Sales Leads

Congratulations! Someone is interested in your product. Maybe they filled out a web form or mentioned your brand in a tweet. Regardless, if you're in sales, it's time to pounce.

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?

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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.

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