Tag Archives: lead recycling

Why Chasing Hot Leads is a Bad Idea

July 23, 2012

In an ideal world, all B2B sales leads would be pre-qualified and ready to buy. And though recent studies suggest that a large chunk of the sales cycle may already be over by the time many prospects talk to a live salesperson, the reality is that inbound sales leads will… Read More

Forget About Hot Leads. It’s Cold Leads that Make the Difference.

September 29, 2011

When sales teams need marketing to help them make their numbers, the natural response is to go fishing for hot leads. However, as I wrote previously in a white paper on “Lead Recycling,” focusing demand generation activity exclusively on acquiring net new, qualified leads is an expensive proposition for a… Read More