Persistence: How Many Potential Leads Are Lost Due To Insufficient Follow-Up?

What do researchers in the field have to say about the optimal number of touches? Inside Sales says that 80% of sales happens after the fifth contact attempt. According to the Bridge Group, it takes seven touches to turn a suspect into a prospect. For enterprise-level accounts, that number jumps to 11. TOPO states the right number of touches is 15, regardless if it’s inbound or outbound sales. Whichever study you subscribe to, the point is clear – sales reps need to be persistent in their follow-up. Unfortunately, this is easier said than done. Three main culprits impede sales reps from realizing their potential for polite persistence.

Close to 40% of companies never responded back. Not one attempt to respond to the lead.

- Conversica 2017 Sales Effectiveness Report