The Sales Effectiveness Benchmark Report

Published August 12, 2021

Improve Lead Engagement Across Technology, Telecommunications, and Media & Entertainment Industries

Conversica commissioned independent researchers to secretly shop online at a total of 1,177 companies from our target industries and analyze their efforts to engage with inbound interest. A company’s degree of success was graded using four key elements of lead engagement based on best practices from third-party resources including Harvard Business Review, InsideBIGData and Velocify. Conversica has identified these as the “4Ps of sales effectiveness”:

  • Promptness: How quickly did a company follow up on an inquiry with a personalized response?
  • Persistence: How many attempts did the company make to follow up with the lead?
  • Personalization: To what extent was the response personalized? Did the response move the conversation forward?
  • Performance: Did the email successfully reach the lead’s Primary Gmail inbox? Or did it land in Promotions, Social, or Spam?

Findings from this report can help you understand where your company stands relative to others in your industry, which factors are strong indicators of success or failure, and what best practices your Sales and Marketing team can take to increase conversions.
[Partnership with Conversica]

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