Jason M. LemkinCEO, SaaStr · Co-Founder of SaaStr AI, SaaStr Fund, Adobe Sign

Supercharge Your Response Time to Win Sales and Keep Customers Happy

12 Aug 2023 · 1 min

Watch on YouTube

0:42

Jason M. Lemkin advises sales teams to be hyper-responsive to inbound prospects. He criticizes common slow, cookie-cutter cadences and urges immediate engagement — ideally instant when a user hits “Contact me,” and operationally aiming to call back prospects within 90 seconds. He recommends measuring response times and driving them down.

Questions this video answers

In theory, a second (i.e., essentially instant).

Call back within 90 seconds.

Chapters

Okay, penultimate bit of advice. Be hyper responsive. Boy, people are getting worse and worse and worse at this. They're all sending endless, unstructured cadences, the same emails to everybody. They're getting lazy, and they're getting less responsive. Who wants to wait 24 hours when they hit Contact me. You know how long you should wait when you hit contact me? A second. Okay. In theory, a second. No one wants to wait for a rep to call them back the next day. If I've gone to the trouble to go to a website, research a product, get interested, and want to talk to somebody, I want to talk to somebody right then and there, your prospect should be called back within 90 seconds. If that's not possible. Okay, but measure it and drive those times way down.