The Short Life of Online Sales Leads

What we recorded

Opened 2026-11-11; only the teaser was visible before the paywall (March 2011 issue): most companies are not responding nearly fast enough. The sample and the multipliers usually quoted from it were not seen, so nothing numeric is taken from this page.

Claims that cite it

• The 2007 InsideSales.com/MIT study of over 15,000 web-form leads at six companies found the odds of reaching a lead by phone fell 100 times, and of qualifying it 21 times, when the first call came at 30 minutes rather than 5. It measured phone calls to inbound leads, not replies to cold email, and did not study closes. (weak)