The Short Life of Online Sales Leads

Authors

• James B. Oldroyd, Brigham Young UniversityFollow
• Kristina McElheran, Harvard Business School
• David Elkington, Inside Sales

Keywords

online leads, response time, lead conversion

Abstract

Are you confident that your company is effectively handling potential customers’ online queries? Think hard. Our research shows that most companies are not responding nearly fast enough.

Original Publication Citation

"The Short Life of Online Sales Leads", Harvard Business Review, Edition 3, Volume 89, page 28, 2011.

BYU ScholarsArchive Citation

Oldroyd, James B.; McElheran, Kristina; and Elkington, David, "The Short Life of Online Sales Leads" (2011). Faculty Publications. 9711.
https://scholarsarchive.byu.edu/facpub/9711

Document Type

Peer-Reviewed Article

Publication Date

2011

Publisher

Harvard Business Review

Language

English

College

Marriott School of Business

Department

Marketing

University Standing at Time of Publication

Associate Professor

Copyright Use Information

https://lib.byu.edu/about/copyright/