You’re reviewing your active pipeline and notice a deal you were optimistic about has been stalled for 60 days or more. It’s time to get creative about how you reinvigorate the potential buyer.
Instead of tossing an already qualified lead into your inactive pipeline (and condemning it as a problem for another day), re-enlist your SDR to investigate: What made the deal stall? What could they do to move the deal along? Could they set up another meeting or a more in-depth demo?
- Aging opportunities (typically more than 60 days old; may vary based on your sales cycle)
- SDRs make calls to those opportunities
- If you can’t reach anyone, send an automated follow-up email