Do you hold on to old leads and prospects that are extremely aged, yet not more viable or qualified?
Why is that?
Sales reps are loath to shed old leads. They hold on to contacts and leads that have not shown any progress or positive indications for months and even years.
Still, these names remain in the pipeline, just waiting for the day that they resurrect themselves. Sometimes we even kid ourselves and believe that they have more life than they truly have. And sometimes they even keep us from being more aggressive and prospecting for brand new leads. We keep kicking these old tires while our sales results keep falling lower and lower.
Assuming that you've done all that you can to convert these prospects into folks that are truly interested in your product or service, it is time to clean them out and put them into their own separate category.
