Response optimisation
How I got sales to the best leads 34 minutes faster
Comparing response times for standard and high converting leads by salesperson, source and month.
October average
Than overall response
vs 8.4% early month
The challenge
The best leads deserved the fastest call.
Pattern leads had already been identified as more likely to sell. The next step was making sure sales acted on that.
Response times varied by salesperson, source and time of month.
What mattered most
The strategy
Measure response where it matters most.
I tracked how quickly priority leads were contacted and what that did to results.
- 01Compared response time for standard and high converting pattern leads.
- 02Analysed results by salesperson, source and month.
- 03Shared findings with sales leadership to reinforce prioritisation.
- 04Tracked the effect on qualified offers.
The evidence
The numbers behind the result.
Graphs use the exact figures from the engagement. Where raw totals were not available, values are indexed to a starting point of 100.
Qualified offer rate
Faster response, more qualified offers
A qualified offer is a lead the team assessed and made a valid offer on.
The outcome
Priority leads now get priority treatment.
In October priority leads were contacted in 48 minutes, 34 minutes faster than the overall average.
Their qualified offer rate reached 10% against an 8.4% early month benchmark.
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A personal point of view
What I’m seeing, testing and learning in PPC right now.
I’m John Iliopoulos, a PPC and growth marketer with over 10 years in the industry. PPC Supreme is where I share my take on what’s changing, experiments I’m running, things that genuinely work and the lessons behind the results.
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