{"id":1517,"date":"2026-03-19T02:49:09","date_gmt":"2026-03-19T06:49:09","guid":{"rendered":"https:\/\/blog2wrkdev.wpenginepowered.com\/lead-response-time-study\/"},"modified":"2026-09-30T07:47:13","modified_gmt":"2026-09-30T11:47:13","slug":"lead-response-time-study","status":"publish","type":"post","link":"https:\/\/blog2workato.wpengine.com\/lead-response-time-study\/","title":{"rendered":"B2B Lead Response Times: What We Learned from 114 Companies"},"content":{"rendered":"\n<p class=\"wp-block-paragraph\">It\u2019s imperative that organizations respond to inbound leads within minutes.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">According to a study by the Harvard Business Review, which analyzed 15,000 unique leads and 100,000 call attempts, you decrease your odds of qualifying a lead by <strong>400%<\/strong> when your response time goes from 5 to 10 minutes!<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">This begs the question: Are today\u2019s leading B2B companies meeting this aggressive response time? We set out to answer this ourselves.&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Want to know what we learned? You can <a href=\"https:\/\/discover.workato.com\/get-state-of-inbound-lead-report\/p\/1\/?utm_source=blog&amp;utm_medium=state-of-lead-mgmt\" target=\"_blank\" rel=\"noreferrer noopener\">download the State of Inbound Lead Management<\/a> to uncover all of our key insights. <\/p>\n\n\n\n<p class=\"wp-block-paragraph\">You can also read on to better understand how we ran the study and to see what some of our biggest takeaways were.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><em>Related: <a href=\"https:\/\/www.workato.com\/the-connector\/front-office-automation\/\">5 front office automations worth implementing<\/a><\/em><\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>How We Measured Lead Response Time<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Our research was inspired by earlier studies from <a href=\"https:\/\/www.drift.com\/blog\/lead-response-report-2018\/\" target=\"_blank\" rel=\"noreferrer noopener\">Lead Response<\/a> and the <a href=\"https:\/\/hbr.org\/2011\/03\/the-short-life-of-online-sales-leads\" target=\"_blank\" rel=\"noreferrer noopener\">Harvard Business Review<\/a>. We not only wanted to complement these studies by providing up-to-date data, but we also wanted to filter the results by factors like industry, company size, region, technology used, etc. <\/p>\n\n\n\n<p class=\"wp-block-paragraph\">That way, readers can better understand their niche and take more appropriate steps toward improving their response rates.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">So, how did we run the study? We filled out demo requests for 114 B2B companies. These companies varied in size, industry, and region, among other factors.\u00a0<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Then, at least one hour after we filled out a demo request for a company, we viewed their profile on the software review site, <a href=\"https:\/\/www.g2.com\/\" target=\"_blank\" rel=\"noreferrer noopener\">G2<\/a>. This allowed us to test whether companies are utilizing <a href=\"https:\/\/blog2workato.wpengine.com\/what-intent-data-is-and-how-to-use-it\/\" target=\"_blank\" rel=\"noreferrer noopener\">buyer intent data<\/a>.&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">The end result? A comprehensive look at how today\u2019s top B2B companies are engaging with inbound leads.&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><em>Related: <a href=\"https:\/\/blog2workato.wpengine.com\/sales-automation-guide\/#2\" target=\"_blank\" rel=\"noreferrer noopener\">How to use lead routing to improve your time-to-response<\/a><\/em><\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>What We Found: Companies Either Ignore Leads or Respond Late<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">A 5 minute response time proved to be elusive. Here\u2019s what we uncovered:&nbsp;<\/p>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-full\"><a href=\"https:\/\/blog2workato.wpengine.com\/wp-content\/uploads\/2026\/09\/Workato-2-3.png\"><img decoding=\"async\" src=\"https:\/\/blog2workato.wpengine.com\/wp-content\/uploads\/2026\/09\/Workato-2-3.png\" alt=\"Though companies by and large failed to respond quickly either by email or phone, they sent personalized emails more often and did so faster than they made phone calls.\" class=\"wp-image-42398\"\/><\/a><\/figure>\n<\/div>\n\n\n<h3 class=\"wp-block-heading\"><strong>More than 99% of companies aren\u2019t responding within 5 minutes.<\/strong><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Though companies by and large failed to respond quickly either by email or phone, they sent personalized emails more often and did so faster than they made phone calls.  <\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Here&#8217;s more on how the two communication channels fared:<\/p>\n\n\n\n<h4 class=\"wp-block-heading\"><strong>Email<\/strong><\/h4>\n\n\n\n<p class=\"wp-block-paragraph\">Only 1 of the 114 companies sent a personalized email within 5 minutes. In addition, it took companies 11 hours and 54 minutes, on average, to deliver this type of response.<\/p>\n\n\n\n<figure class=\"wp-block-image size-large is-style-default\"><img decoding=\"async\" src=\"https:\/\/blog2workato.wpengine.com\/wp-content\/uploads\/2020\/08\/chart-1-no-sub-new-title-01-1024x756.png\" alt=\"A pie chart that shows how long it took companies to respond to leads by email.\" class=\"wp-image-11444\"\/><\/figure>\n\n\n\n<p class=\"wp-block-paragraph\">It\u2019s worth noting that nearly 1 in 5 companies didn\u2019t respond by email altogether\u2014ignoring what\u2019s widely regarded as an essential way to engage leads.<\/p>\n\n\n\n<h4 class=\"wp-block-heading\"><strong>Phone<\/strong><\/h4>\n\n\n\n<p class=\"wp-block-paragraph\">Just 31% of companies responded to leads by phone.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Even when the reps at these companies did call, their response was heavily delayed. On average, it took companies 14 hours and 29 minutes to respond to leads. And, equally as bad, none of the companies called within 5 minutes and only 42% did so within the hour.&nbsp;<\/p>\n\n\n\n<figure class=\"wp-block-image size-large is-style-default\"><img decoding=\"async\" src=\"https:\/\/blog2workato.wpengine.com\/wp-content\/uploads\/2020\/08\/chart-2-02-1024x756.png\" alt=\"A pie chart that shows how long it took companies to respond to leads over the phone.\" class=\"wp-image-11410\"\/><\/figure>\n\n\n\n<p class=\"wp-block-paragraph\"><em>Related: <a href=\"https:\/\/blog2workato.wpengine.com\/speed-to-lead\/\" target=\"_blank\" rel=\"noreferrer noopener\">How to improve your speed to lead<\/a><\/em><\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Companies that use lead routing tools still take hours to respond to leads.<\/strong><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">That isn\u2019t to say that lead routing tools aren\u2019t valuable. Organizations that don\u2019t use one take nearly 13 hours, on average, to respond.<\/p>\n\n\n\n<figure class=\"wp-block-image size-large is-style-default\"><img decoding=\"async\" src=\"https:\/\/blog2workato.wpengine.com\/wp-content\/uploads\/2020\/09\/new-lead-routing-tool-chart-18-16-1-1024x764.png\" alt=\"Two bars, where one shows how long it takes companies to respond with a lead routing tool, and the other shows how long it takes to respond without one.\" class=\"wp-image-11617\"\/><\/figure>\n\n\n\n<p class=\"wp-block-paragraph\">But 3 hours and 32 minutes is still way too long, and it doesn\u2019t bring you much closer to the 5 minute threshold you should be after.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><em>Related: <a href=\"https:\/\/blog2workato.wpengine.com\/best-lead-management-apps\/\" target=\"_blank\" rel=\"noreferrer noopener\">2 lead management apps that can improve your response time<\/a><\/em><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Ready to improve your lead response time? Learn how Workato&#8217;s Lead Bot can help by scheduling a demo with one of our automation experts! <\/p>\n\n\n\n<div class=\"wp-block-buttons is-horizontal is-content-justification-center is-layout-flex wp-container-core-buttons-is-layout-7d812b4c wp-block-buttons-is-layout-flex\">\n<div class=\"wp-block-button\"><a class=\"wp-block-button__link wp-element-button\" href=\"https:\/\/www.workato.com\/users\/request_demo?utm_source=blog\" target=\"_blank\" rel=\"https:\/\/www.workato.com\/users\/request_demo?utm_source=blog noopener noreferrer\">Schedule Demo<\/a><\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>It\u2019s imperative that organizations respond to inbound leads within minutes. According to a study by the Harvard Business Review, which analyzed 15,000 unique leads and 100,000 call attempts, you decrease your odds of qualifying a lead by 400% when your response time goes from 5 to 10 minutes! This begs the question: Are today\u2019s leading [&hellip;]<\/p>\n","protected":false},"author":52,"featured_media":12059,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[31],"tags":[],"class_list":["post-1517","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-automation-integration"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.8 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>B2B Lead Response Times: What We Learned from 114 Companies - Workato<\/title>\n<meta name=\"description\" content=\"We analyzed 114 B2B companies to uncover how quickly they respond to leads\u2014and why slow response times are costing opportunities.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/blog2workato.wpengine.com\/lead-response-time-study\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"B2B Lead Response Times: What We Learned from 114 Companies - Workato\" \/>\n<meta property=\"og:description\" content=\"We analyzed 114 B2B companies to uncover how quickly they respond to leads\u2014and why slow response times are costing opportunities.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/blog2workato.wpengine.com\/lead-response-time-study\/\" \/>\n<meta property=\"og:site_name\" content=\"Workato\" \/>\n<meta property=\"article:published_time\" content=\"2026-03-19T06:49:09+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2026-09-30T11:47:13+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/workato.com\/the-connector\/wp-content\/uploads\/2026\/09\/revops-report-header.png\" \/>\n\t<meta property=\"og:image:width\" content=\"1200\" \/>\n\t<meta property=\"og:image:height\" content=\"525\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/png\" \/>\n<meta name=\"author\" content=\"Anusha Kuppahally\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Anusha Kuppahally\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"3 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\\\/\\\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\\\/\\\/blog2workato.wpengine.com\\\/lead-response-time-study\\\/#article\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/blog2workato.wpengine.com\\\/lead-response-time-study\\\/\"},\"author\":{\"name\":\"Anusha Kuppahally\",\"@id\":\"https:\\\/\\\/www.workato.com\\\/the-connector\\\/#\\\/schema\\\/person\\\/657babaf3f59cb57d6e927c50ef5c0a7\"},\"headline\":\"B2B Lead Response Times: What We Learned from 114 Companies\",\"datePublished\":\"2026-03-19T06:49:09+00:00\",\"dateModified\":\"2026-09-30T11:47:13+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\\\/\\\/blog2workato.wpengine.com\\\/lead-response-time-study\\\/\"},\"wordCount\":580,\"image\":{\"@id\":\"https:\\\/\\\/blog2workato.wpengine.com\\\/lead-response-time-study\\\/#primaryimage\"},\"thumbnailUrl\":\"https:\\\/\\\/blog2workato.wpengine.com\\\/wp-content\\\/uploads\\\/2026\\\/09\\\/revops-report-header.png\",\"articleSection\":[\"Automation &amp; Integration\"],\"inLanguage\":\"en-US\"},{\"@type\":\"WebPage\",\"@id\":\"https:\\\/\\\/blog2workato.wpengine.com\\\/lead-response-time-study\\\/\",\"url\":\"https:\\\/\\\/blog2workato.wpengine.com\\\/lead-response-time-study\\\/\",\"name\":\"B2B Lead Response Times: What We Learned from 114 Companies - 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