What velocity do you need? And what does your current velocity tell you about what you should change?
In a study published in the Harvard Business Review, two researchers reported on how quickly businesses responded to online leads. (It was an American study specifically looking at online leads, but I believe it holds true for most countries.) Drawing on work across over 1,000 businesses, they found is that 37% of companies responded within an hour. That's pretty good. At the other end of the spectrum, 23% of businesses didn't respond at all. That's possibly not a good idea. The researcher's conclusion was that businesses are not responding fast enough. Because whilst 37% is good, READ MORE ›