Outbound Call Center Featured Article

Patent for Immediate Response Technology Issued to InsideSales.com

By Carolyn J Dawson
TMCnet Contributor

A patent for immediate response technology has been issued by the United States Patent Office to InsideSales.com (News - Alert). Patent number US 8,078,605 B2 has been awarded to InsideSales.com for the groundbreaking research in lead response optimization conducted by Dr. James Oldroyd and Dave Elkington.  

In a release, Dave Elkington, CEO of InsideSales.com said, “We have been amazed that over 70,000 companies have accessed that original research and an entire industry (lead response management) has sprung up as a result. The impact of responding to leads immediately, optimally, and persistently is being proven out as a new frontier of productivity enhancement to companies who sell and market over the internet.”

In October 2007, InsideSales.com had demonstrated the importance of immediate response technology at the MarketingSherpa Business to Business Demand Summit in Boston where it also unveiled its research using technology. An illustration of how higher results can be obtained using optimal response plans was carried out by InsideSales.com and FranklinCovey at the same conference.

Nearly 10,000 companies were surveyed in over 10 studies carried out as part of additional corporate research. The time taken to respond to a lead by an average company is more than 46 hours. Similarly only 1.1 call attempts are made by the average sales rep to make contact. Poor lead practices have resulted in less than one third of web-generated leads being converted into contacts.

As part of the documentation submitted for the research, the original research has showed that better results are ensured while responding immediately to web-based leads. A quote from the original research states, “As soon as possible or ASAP may be specified. For one offering, a contact time within 5 minutes of reception ... was found to offer superior results.”

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