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The Blog

Research, case studies, and playbooks on speed-to-lead, AI sales, and the science of winning the first response.

Illustration of a speed-to-lead research model. On the left, a buyer submits an online contact form labeled “New inbound lead.” A timer starts at 0:00 and moves through 1 minute, 5 minutes, 30 minutes, and 1 hour. Above the timeline are five labeled research inputs: HBR/MIT Lead Response Management Study, Velocify Sales Optimization Study, Drift Lead Response Survey, InsideSales/XANT Lead Response Report, and Workato B2B Lead Response Study. Each study points toward a shared conclusion on the right: “Response speed deserves operational attention because contact, qualification, and conversion odds fall sharply after the first few minutes.”

The Science of Speed to Lead

A review of the major studies on speed to lead, covering what they actually measured, where they converge, and what a working bar looks like, so you can decide whether response time deserves operational attention.

May 6, 20269 min read