An effective lead follow-up strategy is vital to successful pipeline generation but many businesses struggle to adhere consistently to a cohesive process, often leaving revenue on the table. Well-aligned sales and marketing teams can work together to form streamlined processes to convert leads into pipeline—and ultimately new business.

To understand trends in lead follow-up strategy and efficacy, Conversica investigated 1000+ companies and evaluated their engagement process as defined by the 4Ps of Sales Effectiveness: Promptness, Persistence, Personalization, and Performance.