Problem · Owners
Leads come in and they sit there. Nobody follows up.
You paid for the ad, the page worked, the form fired, and the lead went to an inbox where it aged. The handoff between marketing and sales belongs to nobody. It is the cheapest pipeline you will ever buy, because the leads are already paid for.
How people search thisleads not being followed up · sales not following up on marketing leads · lead response time small business · what happens to inbound leads · marketing and sales handoff process
On Excitation and above, every inbound lead gets an automated reply within 30 seconds, with a written follow up sequence behind it. The Protocol can teach that handoff to your team if you would rather run it. Pricing is published.
Why the handoff belongs to nobody
Marketing is measured on leads produced. Sales is measured on deals closed. The step between them, contacting the lead fast and well, counts for neither, so neither owns it. Add a second vendor and the gap gets wider: the agency shows 40 leads, sales remembers 6, and everyone is telling the truth.
A quote request that waits four days is a quote request answered by a competitor. Inquiries answered within five minutes convert at multiples of inquiries answered the next day, and a typical B2B prospect needs five or more touches before agreeing to a meeting. Most companies deliver one touch, late.
The fix costs discipline before it costs money
Write a response standard: every inbound lead gets a human reply within one business day, and a phone attempt within one hour during business hours. Write the sequence: reply, call, email with the relevant page, call, break up email, over ten business days. Route every form to one queue with an owner and a timestamp. Report on time to first touch weekly. That is the entire runbook and it fits on one page.
In our engagements, fixing the handoff before touching any new channel has produced more held meetings in month one than any campaign, because the leads were already there.
What we do about it on each tier
Excitation at $5,000 a month includes automated lead follow up within 30 seconds, with the sequence worked by our team, with the sequence written to your offer. Amplification adds the dedicated person calling and emailing your prospects, which runs the same sequences on cold prospects and confirms every meeting so it holds. If you would rather own it, the Protocol teaches the lead handoff runbook to your team in a day for $5,000, or $3,500 as a client.
Questions on this problem
A CRM records the failure with timestamps. The fix is a person with a standard and a sequence. Our CRM build at $4,000 configures HubSpot or Pipedrive to the runbook, and it only helps once the runbook exists.
Pull the last 90 days of form submissions and match them to first contact dates. Most companies find a third were never contacted. That third is your first month of new pipeline.
On Excitation and Amplification, our team makes first contact within a business day and books the meeting. Your closer takes the meeting. We brief you before it.
George Stoff, Founder and Lead Engineer
Full-stack engineer with more than 30 years building the systems companies sell through. He built the method Isovertic runs on and stays on every account as the standards owner and the escalation path. When search algorithms shift or a compliance question comes up, you get his engineering judgment. Day-to-day execution runs on the team he trained.
LinkedInKristen Coughlin, Chief Operating Officer
Trained molecular biologist. Ten years selling translational research products, then institutional operations at the Yale School of Medicine. She documented George's method, trained the team on it, and built the operation so the same system runs the same way on every account.
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