Free checklist · 8 pages
Speed-to-lead audit: 15 checks from form fill to first conversation
Get the free checklist ↓This checklist helps demand generation, marketing operations and sales leaders measure how long a new inbound lead waits for a first conversation, find where the time goes and cut it. Fifteen checks cover forms and capture, routing, alerts and service levels, follow-up and measurement, with a mystery-shopper test you can run today.
- A mystery-shopper test you can run in 15 minutes
- 15 checks from form to first conversation
- Service levels by lead type
- How to measure response time in your CRM
Written by the PlanConversion Strategy Team, from programs run for ABB, KNIME and Nakisa. For demand generation, marketing operations and sales leaders.
What’s inside
Everything in the checklist
Practical and specific: questions, checks and decisions you can use in your next meeting, not theory.
15 checks from form to first conversation
Service levels by lead type
How to measure response time in your CRM
Where automation and AI calling help, and where they do not
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Run the mystery-shopper test first
- Submit your own demo form at 10 am on a weekday, and again at 6 pm and on a Saturday.
- Record when the first email, call and meeting offer arrive, and from whom.
- Check whether the lead reached the CRM with source, campaign and the right owner.
- Repeat for a LinkedIn lead gen form and a pricing or contact page form.
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Speed-to-lead audit: 15 checks from form fill to first conversation
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Questions
About this checklist
What is a good speed-to-lead target for B2B?
For demo and pricing requests, as fast as you can staff it, within the same business hour at the latest. The guide suggests targets by lead type that you can adapt.
Can an AI voice agent help?
For consenting inbound leads, yes: Bigphone.ai, the AI voice agent we build, calls within minutes, books meetings and transfers to a person. Calling rules and consent apply; the guide covers where it fits.
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