Also the great article from Kissmetrics on the importance of lead response time on sales performance I really like, confirms the importance of Speed.
It is an important reminder how important fast response are and how much time to respond impacts conversion.
What do you get out of it?
If you want to improve sales performance you should read it. Most interesting is that the article is back from 2013, but the topic is still very much up to date. While I like the mapping of the response time in the article, I found Instant Demos (see link below) a significant tool to improve response time to our customers.
Enjoy the read
https://blog.kissmetrics.com/dont-lose-saas-sales/