Research

ResponseAudit™ by InsideSales.com came about because of the landmark 2007 research study by Dr. James Oldroyd while he was at the Sloan Management School at the Massachusetts Institute of Technology. Dr. Oldroyd partnered with InsideSales.com's CEO, Dave Elkington, to try and find answers to the question, "How should companies be responding to Web-generated marketing leads?" Their findings were first presented at the MarketingSherpa Business to Business Demand Generation 4th Annual Summit 2007 in both Boston and San Francisco.

This original research has since been accessed or downloaded by over 65,000 companies all over the world, and has been referenced in hundreds of websites, including SellingPower. It has been referenced in an article by Inc. Magazine, and most recently a follow-up to the original study was published in the March 2011 Harvard Business Review.

As seen in

	Inc. Magazine "How to Best Harness Inbound Marketing Leads," by Eric Markowitz on July 6th, 2011. "Once your company gets a sales lead from your site, you'll need to make the right steps to convert them into a paying customer. Here's what you should know."
	Harvard Business Review "The Short Life of Online Sales Leads" by James B. Oldroyd, Kristina McElheran, and David Elkington in the March 2011 HBR. "Are you confident that your company is effectively handling potential customers’ online queries? Think hard. Our research shows that most companies are not responding nearly fast enough."
	Selling Power Blog by Gerhard Gschwandtner, the founder and owner of Selling Power Magazine wrote about this study in his blog article entitled "It’s Wednesday – Is This the Best Day for Calling on Leads? NO!" Every salesperson schedules prospecting calls. If you have a choice, what day of the week is more productive than others? In a study sponsored by InsideSales.com and conducted by Dr. James Olroyd of MIT, Thursday is the best day of the week to call new prospects.

Original ResponseAudits

	Omniture Summit 2007 ResponseAudit 526 audits performed of top Alexa-ranked sites in the world, 45.1% never responded at all, Average response time was 54 hours and 6 minutes. Originally done by a third party company, Incoho, headquartered in Chicago, Illinois. Study first released at the Omniture Summit 2007 event in Salt Lake City.
	Wards Mega 100 Auto Dealers Audit 10 hours 10 minutes average response time, 34% never responded, 100 audits performed, announced August 21st, 2008.
	Dreamforce 2008 124 audits done among sponsors and exhibitors at Dreamforce 2008 in San Francisco, 44 hours 31 minute average response time, Average response attempts was 1.14 before giving up. 37.1% of companies never responded at all.
	Dreamforce 2009 (Largest ever) there were 2875 audits done on salesforce.com customers, sponsors, and exhibitors. 41 hours 7 minutes, 60.06% never responded at all. The average response attempts was 1.07.
	LeadsCon East 2010 56 hours 5 minutes average response time, 57 audits performed, 63.2% never responded
	AA-ISP Leadership Summit Audit June 14, 2011, 159 audits performed, 55.3% did not respond