Article · 5 min read

The Short Life of Online Sales Leads

James B. Oldroyd, Kristina McElheran and David Elkington · Harvard Business Review Free Beginner

This is the original study behind every speed to lead claim you have ever seen, run across 2.24 million leads. Read the source rather than a vendor blog quoting it.

Open on hbr.org ↗

The question it answers

  1. How should inbound leads get routed, and how fast does it actually need to happen?

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