Marketing Blog & News

Lead Recycling

As we near the halfway mark of 2010, it 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