I read a recent article featured on DemandGen Report, Four Keys to Converting Stalled Leads into Closed Sales During A Downturn, which looks at approaches you can take to recycle "dead" leads and convert more of those stalled deals.Posted by: David Regler @
As Dave Green says in his article, "the slowdown in the economy has created longer selling cycles and smaller deal sizes", which is something I certainly agree with.
Dave suggests that one way to recycle those dead or stalled deals is to run a professional telemarketing campaign to understand what the problem is. This could be done as a market research project and the resulting information can be used to offer incentives that address the problems of delay.
This is an excellent way of re-engaging with leads that the sales team have lost traction with. In my experience, sales will too easily write off deals which, with a different approach, can be possibly brought back to life.
Telemarketing can be used either to re-engage or, at the very least, further qualify whether the opportunity can indeed be salvaged.
I also like Dave's comment that "no matter how sophisticated the automated nurturing process is, there is no substitute for human interaction."
It's good to hear that coming from a well respected demand generation guru.