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Sales execution, with the receipts.

Problem-led essays on follow-up, RevOps, and modern sales workflows. Every post starts with a real buyer pain and is grounded in data from Gartner, Salesforce, Forrester and McKinsey — not vibes.

Sales operationsMay 12, 20267 min read
Why SDR follow-up rates collapsed to 23% in 2026 — and how to fix it
Across 1,200 B2B teams analyzed by Salesforce and HubSpot, only 23% of qualified leads now receive a personalized follow-up within 24 hours. The drop is not about effort — reps are sending more messages than ever. It is about where their time goes after a call.
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Sales execution, with the receipts.

Why SDR follow-up rates collapsed to 23% in 2026 — and how to fix it

Browse by tag