How do you keep sales coverage active when your team isn't available?

To keep sales coverage active after hours, a company can let a system handle first contact and carry out defined tasks, without asking its team to work longer. At Biotar, with Peaking, 99.9% of conversations were answered in under five minutes, with a 35-second median to first response.

Prospects don't always write during business hours. For someone looking for information about a product, interest begins at that moment. The question isn't whether reps should work longer, but how to keep coverage active without adding to their load.

Biotar: when interest doesn't match business hours

Biotar sells wastewater treatment plants and spare parts, to end customers and a distributor network. Imagine a prospect contacts them at 11:40 at night to find out whether a solution exists for their need.

In a traditional process, the request could wait until the next business day. That doesn't necessarily mean the sale is lost, but it does put a wait between when the prospect shows interest and when they receive attention.

Biotar's results with Peaking

That's 5,194 conversations in 114 days, and the figures show different things: when prospects seek attention, what share gets a fast response and how long first contact normally takes. The 35-second median means half of first responses happened in that time or less.

In the same period, 1,512 quotes were created in Biotar's ERP, with an eight-minute median from the first message.

How it was measured: production data audited as of September 23, 2026, with test traffic excluded before counting.

After responding, how does sales coverage continue?

Responding fast matters, but a conversation doesn't end with the first message. For continuity, three things must happen:

1. Understand the request. Identify what the prospect is looking for, why they need it and what's missing. In a technical sale, responding without these details can lead to wrong recommendations.
2. Keep the context. If the prospect already explained their need, the rep should be able to recover it without asking them to repeat it.
3. Define the next step. Some inquiries move forward with technical information or a quote. Others need validation, advice or follow-up from a person.

At Biotar, Peaking also delivers technical documentation and leaves quotes created in the ERP. The goal isn't to replace the rep's judgment, but to let them pick up the conversation with enough information.

From immediate response to commercial follow-up

Receiving an inquiry is only the beginning. To make the most of that interest, you also need to identify which contacts need attention. That's where other Peaking capabilities come in: Intelligence and Campaigns, which help segment and reach customers who stopped buying.

The speed and coverage results in this story reflect Biotar's experience handling conversations. They aren't metrics from Intelligence or Campaigns, and they don't prove those tools were involved in those conversations.

The opportunity doesn't begin when the rep opens their laptop. It begins when the prospect shows interest.

Full storyBiotar: quoting at eleven at night.

Frequently asked questions

What share of Biotar's conversations starts after hours?

58.7%, across 5,194 conversations in 114 days, according to production data audited as of September 23, 2026.

Does Peaking replace Biotar's sales team?

No. Peaking handles first contact and carries out defined tasks. Selling a plant still requires visits, engineering and negotiation by Biotar's team.

Does responding fast guarantee a sale?

No. Answering an inquiry doesn't mean closing a sale. You still have to understand what the prospect needs, keep the conversation's information and determine how to continue.