Company founder told me to stop chasing every inbound lead

Guy running a 40-person SaaS firm in Austin said they cut response time from 2 hours to 24 on purpose, and their close rate went up 18%. He basically argued that fast replies attract tire kickers who waste your sales team's energy. Has anyone else tried slowing down on purpose or am I just overthinking this?

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ryan7192d ago

Tried something similar at my last gig. We pushed replies from instant to a few hours and noticed way fewer "can you send me pricing" people who never followed up. The deals that did close moved faster too, since the serious buyers actually read the proposal instead of skimming it.