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Are You Recycling Lost Opportunities?

By Candyce Edelen

PropelGrowth Blog - Financial Services Marketing and Content Strategy

Are your leads falling through the cracks? Here's how to work on that.

How do you handle lost sales opportunities? Does all the follow-up responsibility lie with Sales?

Do you ever worry that sales that end in no decision (or aren’t ready to close right away) fall through the cracks because your sales team forgot to follow up?

A 3-Year-Old Proposal

One of our clients had an exciting thing happen recently. A prospect – a very large investment bank – whom they’d been trying to sell to three years ago, called out of the blue. They told our client that they want to move forward and asked for an update to a 3-year-old proposal. The bank plans to make a decision very quickly.

Our client had not been in contact with this prospect since the decision was tabled three years ago, and they were caught by surprise at this opportunity.

How Many Deals Fall Through the Cracks?

Most of us dream of having deals fall in our laps like that. But the CEO of this client had a distressing thought, “how many other opportunities have we lost because we didn’t follow up and nurture the relationship over time?”

Nurture Your “No’s”

I’d encourage you to ask the same question. How many proposals have you or your team submitted in the past few years where the client said “no” or “not now” or made no decision at all? It’s short-sighted to let these qualified leads fall through the cracks. Establish a recycling program and send all the members of the buying committee back to marketing for systematic personalized nurturing.

Send them compelling thought leadership articles and other content that will keep your company on their radar. Use your content to build up awareness of the business problems that led them to you in the first place. You never know when priorities will change and they’ll realize that they need help. What’s important is that they remember you when their needs change.

Monitor with Marketing Automation

If you have a marketing automation system, you can monitor what they’re doing with the lead nurturing content. When they start responding, then send the lead back to sales for another try, with notes about the original proposal. Maybe you’ll catch them at the right time on this go-around.

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Candyce Edelen
CEO at PropelGrowth
Candyce is the founder and CEO of PropelGrowth. She brings more than twenty years of experience in managing technology companies and has founded four companies prior to PropelGrowth. For the past ten years, Candyce has focused exclusively in the capital markets industry, launching two financial technology companies. Now, she helps financial technology vendors improve their marketing strategy, publish compelling content, and drive revenue through marketing and sales enablement. Contact Candyce at +1 970-300-2280.
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Latest posts by Candyce Edelen (see all)
  • 4 Steps to Optimize Your LinkedIn Profile for Sales Prospecting
  • The Reality of Cold Calling for B2B Sales
  • Can Inbound Marketing Generate Enough Leads?

Filed Under: Lead Nurturing, PropelGrowth Blog Tagged With: lead generation, lead nurturing, recycling leads, sales

About Candyce Edelen

Candyce is the founder and CEO of PropelGrowth. She brings more than twenty years of experience in managing technology companies and has founded four companies prior to PropelGrowth. For the past ten years, Candyce has focused exclusively in the capital markets industry, launching two financial technology companies. Now, she helps financial technology vendors improve their marketing strategy, publish compelling content, and drive revenue through marketing and sales enablement. Contact Candyce at +1 970-300-2280.

Company Profile

PropelGrowth helps companies improve their marketing and sales. We start with in-depth buyer research. Then we develop a marketing and sales strategy and customer-centric messaging. Then we coach your team and help you execute on the strategy by developing thought leadership programs, content for every stage in the buying process, sales collateral, and tools to help buyers buy.

Figure out why and how your buyers buy

Develop a customer-centric marketing strategy

Get coaching from a senior marketing strategist

Recent Posts

  • 4 Steps to Optimize Your LinkedIn Profile for Sales Prospecting
  • The Reality of Cold Calling for B2B Sales
  • Can Inbound Marketing Generate Enough Leads?
  • How to Fill Your Sales Pipeline Using LinkedIn for Prospecting
  • Tips from 8 ERP Resellers on How to Leapfrog Your Competition​
  • How to Win 74% of Your ERP Deals
  • Buyer Persona Research, the Key to Niche Marketing
  • 8 Ways a Niche Strategy Improves the Value of Your Practice

Connect With Candyce

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Company Address

3209 Glacier Creek Drive
Ft. Collins, CO 80524
+1 970.300.2280

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  • Home
  • Who We Are
    • Why PropelGrowth?
    • Management Team
    • Acumatica Marketing Team
    • Privacy Policy
    • Back
  • What We Do
    • Marketing Strategy
      • Buyer Personas
      • Strategy Development
      • Acumatica Partner Marketing
      • Integrating PR
      • Creative Design
      • Back
    • Marketing Programs
      • Content Marketing for the Buying Process
      • Content Marketing Programs
      • Thought Leadership In The Buying Process
      • Thought Leadership Programs
      • Lead Generation and Lead Nurturing
      • LinkedIn Sales Prospecting
      • Marketing Coaching Program
      • Back
    • Marketing Content
      • Marketing Automation
      • Email Marketing
      • Website Content
      • Blogging and Article Marketing
      • Case Studies
      • White Papers and E-books
      • Research Studies
      • Live and Online Events
      • Back
    • LinkedIn LeadGen Master Class
    • Back
  • Who We Do It For
    • Who We Serve
    • Client Case Studies
      • What This CEO Learned From Buyer Persona Research Transformed Her Company
      • Back
    • Back
  • Resources
    • Sales Resources
      • Solving the No Decision Problem
      • Back
    • Marketing Resources
      • B2B Lead Conversion Rates
      • Back
    • The TrendSpotters Podcast Series
    • Back
  • Blog
  • Contact
  • Search
    • Back