How to Transform Old Leads into New Sales

How to Reactivate Leads if your CRM has become the Equivalent of a “Lead Graveyard”

Can you bring them back to life?

Most leads are declared dead prematurely. If this happens at your company, this means your CRM is the equivalent of a “Lead Graveyard”. 

Very often the best sales people are somewhat technology-averse. Your Reps land like a ton of bricks on the “A” leads, and all the other leads are consigned to the dustbin of CRM history. 

Many sales reps, and most telemarketing firms,will give up on a lead after 3  phone calls, so many leads are declared as unqualified without having a single conversation! The supreme irony is that sales reps are continually asking for more leads after ignoring 3 out of every 4 leads produced for them.  

The bad news is that this is potentially a collosal waste of time and money.  The good news is that we, as marketing managers who are tirelessly advocating for our clients’ and employers’ best interests, and reminding everyone about our mutual purpose of increasing sales and profits, can capitalize on this opportunity and reactivate leads through a followup sequence that will bring those dead leads back to life. 

So that’s why I’m sharing a very simple Reactivation Sequence that you can implement to reactivate leads, and bring them back to life: 

How to Reactivate Leads: A Simple Sequence to rescuscitate leads declared dead prematurely: Read more >>

The Importance of Lead Generation and Nurturing

Why is Lead Generation and Nurturing so Important?

Focus on Your Sales Funnel

One of the most challenging and most commonly misunderstood components of successful business-to-business marketing is Lead Generation and Nurturing (or ‘demand generation and management’).

Starting with how you generate inquiries through the challenging hand-off and follow-up by your sales force, and most importantly how you measure the results, this ”discipline” sees more wasted money, more missed opportunities, and more downright mistakes than any other area in business-to-business (B2B) marketing and sales.

Now that some of the traditional direct mail disciplines (Multivariate testing, A/B splits) are being used on the Internet (web design, email marketing, search engine marketing, pay-per-click advertising, landing page optimization, social media, web 2.0), it has made Lead Generation and Nurturing (or Demand generation and Management)  process more complex to set up, but at the same time easier to manage than ever. 

Why Lead Generation and Nurturing is so important

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