2 Comments
User's avatar
Matt Bishop's avatar

What industry or industries are these statistics focused on? Do these statistics differ for sales cycles that are 9-18 months?

Expand full comment
Jason Rigby's avatar

Great question — appreciate you thinking critically.

The "5-minute rule" statistics (like 21x more conversions with sub-15 min response and 78% buying from the first responder) come primarily from studies across lead-driven industries like automotive, tech/SaaS, real estate, healthcare, education, and services — sectors where inbound interest indicates immediate buying intent.

In industries with longer sales cycles (9–18 months), speed still matters, but the context shifts: it's less about closing immediately and more about establishing first trust. Early fast engagement often pre-frames your brand as the leader for when the buyer becomes ready.

In long-cycle B2B, speed doesn’t close the sale — it wins the mindshare at the critical beginning, which multiplies your conversion odds later.

(I’m actually thinking about doing a full future episode digging deeper into short-cycle vs long-cycle speed psychology. Thanks for inspiring it!)

Expand full comment