Speed to lead is the elapsed time between someone raising their hand and a qualified human responding. It is measured from the prospect's action rather than from when the record reached the CRM, which is the number most teams accidentally report.
The gap between those two definitions is where enrichment, matching and routing sit, and it is usually most of the delay.
It only applies to inbound. Applying the metric to outbound produces the pressure to send faster rather than better.
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