Lead Recycling
Posted on Jun 16, 2010 by Kathy Rizzo, Vice President of Sales and Marketing
As we near the halfway mark of 2010, it’s a good idea for Marketing and Sales managers to take a detailed look at their lead pipeline and the current status of the marketing leads created thus far. If you’re like many companies, a percentage of the marketing leads provided to your Sales organization over the last 6 months have likely fallen out of the pipeline. Some will fall out due to a delayed/lost budget or postponement of the project; and some because of Sales turnover or re-organizations, which even under the best circumstances will result in leads falling through the cracks.
Implementing a Lead Recycling Program, in which your telemarketing team reaches out to past leads (which are not on pipeline nor have converted to a customer) in order to determine their current situation and re-qualify needs, will deliver “immediate” leads for escalation. Recycling your leads in this manner is a relatively low cost way of ensuring your original investment was worthwhile, and it provides your prospects with the follow-up necessary to keep your organization top of mind.
Tagged: lead generation, lead nurturing, telemarketing lead generation, telemarketing sales leads, lead recycling
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