Tailoring Customer Experience to the Digital Age

Speed-to-Lead. Are you familiar with the term? It means how fast can you respond to a new inbound sales lead? The premise is that the sooner you respond, the more likely you are to engage with a prospect. 

We’ve spoken at several conferences on this topic. We ask our audience, “How soon do you respond to new inbound leads?” The average answer — 2-3 days before a call was made. They didn’t know how they could make it faster.

Contemporary thought leaders espouse a lead follow-up window of 5 minutes. They’re wrong.

Join us for a fun, animated, opinionated discussion around speed-to-lead. We’ve studied over 130,000,000 sales interactions. In this webinar, we share the academic research that identifies:

  • When you should respond to a new lead (hint: it's not 5 minutes).
  • What happens if you take 2-3 days to follow-up?
  • Why does it take everybody so long to respond?
  • What can you do about long response times?
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Terry Ledden

Terry Ledden is an award-winning sales consultant, trainer and coach. His clients score the highest close rate in their segment at the lowest cost of pursuit by following the contrarian Sandler Selling System that goes for no instead of yes and gets deals closed up front, before wasting time and expenses delivering demos and generating proposals that go nowhere.


Denni Griffith

With over 25 years of experience in high tech Sales & Marketing within the Telecommunications, Aerospace & Defense, and Professional Services industries, Denni Griffith designs and implements high impact, automated direct response campaigns focused towards B2B and B2C market segments, with positive, measurable results.


Darryl Praill

Darryl Praill, CMO of VanillaSoft, is a high-tech marketing executive with over 25 years experience spanning startups, re-starts, consolidations, acquisitions, and divestments. He has been widely quoted in the media including television, press, and trade publications. He is a guest lecturer, public speaker, and radio personality and has been featured in numerous podcasts, case studies, and best-selling books.