Recycled: Sometimes a prospect won’t actually become a lead yet. She may have downloaded a few ebooks, but when she’s called by sales, she is not ready to buy. Instead of leaving that potential future lead in a black hole to dry out and die, you want to make sure she is recycled into your lead nurturing database. That way, you can continue sending your prospect relevant and educational materials in hopes that one day soon she will indeed become a viable lead.
If you ask me, that seems like a more efficient, better use of your time. I recommend you create short (read: under 30 seconds) videos about your company, as well as how-tos and videos that answer consumer questions. Promote them on YouTube as well as social media sites, and don’t forget to put them on correlating landing pages and blogs on your site.
If you’re running an accounting business, at this stage your customers would be evaluating different potential service providers. They might need resources like pricing guides (so they know what ballpark rates are), how to evaluate the landscape of accounting services (i.e. whether to hire a solo accountant, an agency, etc.), or how to choose an accountant.
In addition to using your sales funnel for strategic planning, you can use CRM software to save time and focus on moving more customers to the end of your funnel with customizable pipelines and email integration features. For example, customizable pipelines allow you to engage with customers in a way that fits your business. Email integration lets you send communications without leaving the CRM.

The sales funnel simply depicts how leads traverse through your sales process from start to close. It’s only a visual representation of the numbers game in the form of a funnel; there’s more to it than meets the eye. If you analyze the number of leads who enter your funnel and the number who convert to customers, you’ll probably find that there’s a huge dip. Sometimes prospects drop out of the sides of your funnel when their needs don’t match your services. While it’s nearly impossible to retain every prospect who enters your funnel, it’s important for your sales team to make efforts to retain the ones who are ready to buy.


However, there are even some who see the funnel as being split vertically, with both sales and marketing owning the full funnel. They argue that the sales people are increasingly becoming thought leaders to drive awareness by doing outbound outreach. In this scenario, both marketing and sales would work to nurture leads and prospects from awareness to purchase.
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