The InsideSales.com/MIT Lead Response Management Study

What we recorded

All seven pages read 2026-11-11 from the PDF text (a 2008 print of leadresponsemanagement.com, hosted by Mortech). Presented October 2007. InsideSales.com system data: 3 years, six companies, over fifteen thousand (15,000) web-form leads and over one hundred thousand (100,000) call attempts. Phone calls to inbound web leads; close rates not studied; vendor data analysed by an academic, not peer reviewed. Odds of contacting a lead fall over 10 times and of qualifying it over 6 times in the first hour; calling at 30 minutes against 5 minutes, contact odds drop 100 times and qualification odds 21 times. Wednesday and Thursday best days, 4 to 6pm best for contact. The rest is anecdote from the vendor’s staff.

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)