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    The document provides guidance on how to structure an effective follow-up strategy for leads based on research from InsideSales.com. It recommends contacting inbound leads up to 10 times, with 6 attempts being optimal, and outbound leads up to 6 times, with 3 attempts being optimal. It also recommends using 3 communication methods which increases engagement chances by 165.9% compared to a single method. The document provides timeframes for various aspects of follow-up such as maintaining contact for up to 10 days for inbound and 12 days for outbound leads and waiting up to 2 days between contact attempts. It also offers tips on keeping content concise with emails under 300 words and voicemails under 30 seconds.

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    The document provides guidance on how to structure an effective follow-up strategy for leads based on research from InsideSales.com. It recommends contacting inbound leads up to 10 times, with 6 attempts being optimal, and outbound leads up to 6 times, with 3 attempts being optimal. It also recommends using 3 communication methods which increases engagement chances by 165.9% compared to a single method. The document provides timeframes for various aspects of follow-up such as maintaining contact for up to 10 days for inbound and 12 days for outbound leads and waiting up to 2 days between contact attempts. It also offers tips on keeping content concise with emails under 300 words and voicemails under 30 seconds.

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    © All Rights Reserved
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    156 views1 page

    Infographic SalesFollowUpGuide

    Uploaded by

    rtrwt
    The document provides guidance on how to structure an effective follow-up strategy for leads based on research from InsideSales.com. It recommends contacting inbound leads up to 10 times, with 6 attempts being optimal, and outbound leads up to 6 times, with 3 attempts being optimal. It also recommends using 3 communication methods which increases engagement chances by 165.9% compared to a single method. The document provides timeframes for various aspects of follow-up such as maintaining contact for up to 10 days for inbound and 12 days for outbound leads and waiting up to 2 days between contact attempts. It also offers tips on keeping content concise with emails under 300 words and voicemails under 30 seconds.

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    of 1

    SALES FOLLOW-UP GUIDE:

    HOW TO TALK TO CUSTOMERS SO THEY LISTEN

    A successful follow-up strategy can nearly double your


    contact rates, show experiments from InsideSales.com.

    While sales development reps will complain there’s


    really no manual to lead follow-up strategy, this is no
    longer true.

    Recent research from InsideSales.com Labs shows


    exactly how you should structure your follow-up
    strategy, based on hard data-- not your gut.

    HOW MANY TIMES SHOULD YOU


    TRY TO CONTACT A LEAD?

    WHAT COMPANIES WHAT YOU SHOULD DO


    DO TODAY
    INBOUND: up to ten total attempts,
    INBOUND: 4.05 attempts with the sweet spot at six attempts.
    OUTBOUND: 3 attempts
    OUTBOUND: up to six total attempts,
    with the sweet spot at three attempts.

    HOW MANY COMMUNICATION


    CHANNELS SHOULD YOU USE?

    WHAT COMPANIES WHAT YOU SHOULD DO


    DO TODAY

    INBOUND: The chance to engage in


    The most popular media is conversation is 165.9% higher when
    a single email followed by using three communication methods,
    one call with a voicemail. versus using just one.

    OUTBOUND:
    The most popular media
    is one single phone call.

    INBOUND: OUTBOUND:
    Use aggressive methods Start with more passive communication
    such as the phone, such as email or social, followed by
    especially if this is a more aggressive communication like the
    transactional sale where phone. This is especially true if this is a
    deals are smaller and sales relational sale where deals are larger
    cycles are faster. and sales cycles are slower.

    HOW LONG SHOULD YOU KEEP


    CONTACTING A PROSPECT?

    WHAT COMPANIES WHAT YOU SHOULD DO


    DO TODAY

    INBOUND: INBOUND:
    The duration of a sales Reps should have a sales
    sequence of activities is cadence that lasts up to 10 days.
    currently 4.89 days.
    OUTBOUND:
    OUTBOUND: Contact sequence should
    the duration is on be up to 12 days.
    average 20.8 days.

    HOW LONG SHOULD YOU WAIT


    BETWEEN CALL ATTEMPTS?

    WHAT COMPANIES WHAT YOU SHOULD DO


    DO TODAY

    The typical spacing for Sales reps should have a spacing


    contact attempts is of up to 2 days between
    4.89 days attempts.

    WHAT KIND OF CONTENT


    SHOULD YOU USE?

    WHAT COMPANIES WHAT YOU SHOULD DO


    DO TODAY
    Emails with less than 300 words
    The typical prospecting perform better than emails with
    email is 362 words long. over 300 words.
    Nearly half of voicemails
    are over 30 seconds Voicemails shorter than 30 seconds
    long. perform better than longer ones.

    We have even more tips on how GET THE


    to build a follow-up cadence! FULL GUIDE HERE

    Source:
    InsideSales.com Definitive Guide to Sales Cadence
    Research was conducted on 14,000+ cadences, made up of
    144,000+ total activities, across nearly 9,000 companies.

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