More than half of leads given to sales teams are never contacted by a sales representative or are are contacted only once, according to recent research from InsideSales.com.

The report was based on InsideSales.com data for 8,742 companies in the United States and the United Kingdom. The data set included 14,331 cadences (outreaches to individual leads) and 144,976 total events.

On average, leads were contacted four times by sales teams, the researchers found.

However, 39% of the leads examined were never contacted by a sales representative at all, and 18% were contacted only once.

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ABOUT THE AUTHOR
image of Ayaz Nanji

Ayaz Nanji is an independent digital strategist and a co-founder of ICW Content, a marketing agency specializing in content creation for brands and businesses. He is also a research writer for MarketingProfs. He has worked for Google/YouTube, the Travel Channel, AOL, and the New York Times.

LinkedIn: Ayaz Nanji

Twitter: @ayaznanji