NSC16
Survey Minimize
Are you a member of a Sales Association / Professional Body?


Submit Survey 

Print  

Professional Sales News

Current Articles | Archives | Search

16 January 2013

News - Failed Sales are the most valuable leads


By SalesProEd @ 13:58 :: 963 Views :: 3 Comments :: Article Rating
<< Back  l   

In most organisations the sales funnel is fairly slick: marketing generates leads; the leads are qualified down to perhaps 3 or 4 by the sales team; some are won, some lost. Typically, for every ten leads generated, a business will close perhaps one deal. But what happens to the lost sales?

In the majority of companies, these leads are just ditched. Yet these leads are the most qualified, the most relevant to your business: these organisations not only actively want the products on sale but have the budget to purchase – albeit, this time the company has opted for a competitor. More often than not these lost sales prospects will come back several months down the line due to dissatisfaction with the decision made.

Certainly these leads are far stronger prospects than the rest of the marketing database. So rather than risk missing out again, organisations need to proactively manage these ‘rebounders’, creating a dedicated category within the CRM system and undertaking timely, targeted marketing. 

So stop ignoring the best sales leads; keep them hot – they will be easy wins if they rebound.
 
John Paterson, Really Simple Systems
CEO
  << Back Share/Save This Article:     Bookmark and Share
Comments
comment By Mike S. @ 24 January 2013 09:51
From experience, the rebound rate depends a lot about the type of business you're in and for some businesses it's quite difficult to justify the cost. For example, since we're both in the CRM space, customers do tend to become "locked into" their CRM, although the sales mantra is generally saying the opposite. It's not because our industry makes it so, it just happens the cost of switching all your data and business processes with all the customisation and re-training needed from one system to another is high.

But for businesses where the cost of switching and the benefits of loyalty are both low, this is a strategy worth pursuing.

Mike Speranza
Simple CRM for small businesses with a CRM blog

comment By dexter11 @ 31 January 2013 15:05
der Kriegerheimstätten erhellt deutlich aus der, viagra bestellen Daß aber das frühe Flüggewerden der Brut im. E anche alla figlia non mancava il buon padre di, cialis online Ma sopraiuito il giudice commissario.

comment By dexter11 @ 04 February 2013 14:55
Also das eine Mal wird davon gesprochen, cialis generika deutschland nach dem Punkt einem Meister anzugehören. sillaba finale di TRVTIKNOS, viagra ricetta que spiegazione si arrechi in campo per renderne.

Only registered users may post comments.
 Minimize

LinkedIn_Logo30px.png

Twitter

Facebook

MHI
© Copyright 2009 TheSalesPro.co.uk | DNN Hosting & SEO Managed by Pure Systems | Terms Of Use | Privacy Statement