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

The report was based on 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.

Sign up for free to read the full article.

Take the first step (it's free).

Already a registered user? Sign in now.


image of Ayaz Nanji

Ayaz Nanji is a digital strategist and a co-founder of ICW Media, a marketing agency specializing in content and social media services for tech firms. 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