Mac McIntosh's Sales Lead Report (tm) for business-to-business sales & marketing professionals

Volume 1, Issue 2  
Percent of companies that didn’t respond
Percent of companies that didn’t respond
Study shows companies fail to respond quickly to inquirers
Despite the ease of communicating electronically in today’s Internet age, businesses are not improving responsiveness to inquiries, according to a recent study.

In fact, the study conducted earlier this year by Performark showed that the majority — 60 percent — of firms failed to respond to inquiries within 60 days.

Approximately 500 business-to-business firms and technology companies were tested in the study. Inquiries were made through phone calls, company websites and business-response cards.

In a similar 1995 study, 43 percent of the tested companies failed to respond within 60 days.

“We certainly expected that with increased use of the Internet, and its ease and speed of communications, that companies would be more responsive to potential customers,” said Ed Herzog, CEO of Performark. “So, we were doubly shocked to find that businesses today are responding more poorly than five years ago.”

To get a free copy of the study (a $195 value), go to or call 1-800-888-2014, extension 7390.

Published by Mac McIntosh Inc.
Copyright © 2001 M. H. McIntosh. All rights reserved.
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