HomeResearch Articles Removing Obstacles to Recycled Lead Nurturing

Removing Obstacles to Recycled Lead Nurturing

  • Many organizations perceive their lead handoff processes (e.g. marketing to teleprospecting, teleprospecting to field or channel sales) as "black holes" characterized by limited visibility and low conversion rates
  • Active and passive recycled nurture programs are designed to reactivate demand that might otherwise be considered lead waste, improving visibility, conversion rates and velocity
  • The introduction of recycled lead nurturing requires process and system changes to improve sales and marketing alignment

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