XANT Audits Salesforce Customer Web Response Practices in London
LONDON, UK – May 14, 2015 – XANT, the leading cloud-based sales acceleration technology company, is testing web lead response times for 3,000 companies attending the Salesforce World Tour in London and will give a ResponseAward to the three fastest web responders and recognise the Top 100. The announcement will be made from the show floor of the ICC at ExCeL London on May 21, 2015. “Using our industry-leading ResponseAudit, we surveyed the performance of European companies attending the Salesforce World Tour,” said Jim Steele, president of worldwide sales and chief customer officer at XANT. “These reports clearly indicate where companies can improve to increase revenue and customer satisfaction. Most executives have no idea how much money they are wasting on leads which don’t receive proper follow-up.” ResponseAudit uses a “secret shopper” methodology to benchmark a company’s response to web leads and compare that with the rest of the industry. Average web response times hovered around 56 hours in the first ResponseAudit in 2007. Average response time has improved only slightly to an average of 39 hours and 22 minutes in the U.S., but this is the first time this research has been done in Europe. “The landmark industry research behind ResponseAudit was pioneered by then-MIT fellow Dr. James Oldroyd and XANT CEO Dave Elkington, and was later published in the Harvard Business Review,” said Lindsey Armstrong, senior vice president of international strategy at XANT. “It highlights some of the challenges as well as the opportunities of big data, an area of XANT expertise. This is game-changing for companies who realise speed and persistency may be more important than price in the race to close sales. We are excited to bring this scientific approach to sales to the UK and Europe.” Dr. Oldroyd’s compelling research shows that a web lead is 100 times more likely to be contacted and 21 times more likely to enter the sales cycle if you call back within five minutes. Additional research by XANT shows that only 27% of web leads ever get contacted by salespeople. ResponseAudit submits web leads via online forms and tracks response times, response frequency and other key metrics. The report uncovers blind spots in an organisation’s sales processes and provides actionable steps for immediate improvement. Attendees of the Salesforce World Tour London can receive their complimentary ResponseAudit reports by visiting the XANT booth. XANT is a Salesforce Premier ISV Partner. Learn more about ResponseAudits at www.ResponseAudit.com.
About XANT, Inc.
XANT offers the industry’s leading sales acceleration platform built on Neuralytics®, a predictive and prescriptive self-learning engine that drives revenue growth by delivering an optimised experience for both salesperson and buyer. The platform fuels sales rep performance and provides buyer personalisation with breakthrough innovations in predictive sales communications, gamification and hiring.
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