Top Tools to Revive Old Leads

Generating new leads is expensive, so you may as well make the most of what you have! Check out some great tools to help stay on top of your leads, and how to implement them.  

As everyone always says, “we want more leads!” While lead volume is always top-of-mind for every marketing and sales team, it can get expensive acquiring new leads all the time. What happens if you generate a lead and it doesn’t close? It can be extremely difficult and time-consuming for sales teams to catch up with the leads they have, and new leads coming in. With the help of technology and, most importantly, marketing and sales working together, it can make reviving old leads easier without having to babysit them every day. Let your sales team focus on new leads coming in, and only worry about old leads when absolutely necessary. Traditionally, you could assign someone to make countless calls, annoying your old leads, but there are some innovative tools to engage your old leads more easily. The trick to reviving your leads is using technology to keep a pulse on them. Here are some tools to help revive your leads, and how to implement them. 

Clearbit

Clearbit has many helpful tools that can be used for both sales and marketing.  One tool in particular that stands out when it comes to staying on top of your leads is Clearbit Reveal, which helps show you who is revisiting your site. This tool even shows you companies that didn’t raise their hand. 

How to use it? 

• Sales Tip: Set up alerts for your sales or SDR/BDR teams to contact the lead when the lead is revisiting your website. Following up with leads when they are ready, or re-exploring, is a much better experience than following up with them when they may not be interested. 

• Marketing Tip: You can customize to see which of your pages the prospective client is visiting. This makes for a perfect opportunity to perhaps change any messaging or campaigns you had previously directed toward this lead. If you see they are looking for services that they didn’t previously inquire for, send an email with more targeted information to get in front of them.

Verse.io 

Verse.io helps to connect you with your leads via SMS. This tool helps new and existing leads by sending AI-based technology to prequalify leads via SMS. It’s a great way to free up some of your sales team’s time. No more having to ask basic questions to see if they are still interested, and there are solutions to easily book times for a meeting. 

How to use it? 

• Sales Tip: Instead of having an SDR/BDR reach out to old leads, let this tool do it for you! It can easily send a message with some follow-up questions to book a meeting. 
• Marketing Tip: If you have new products or updates to inform your leads, easily send an SMS message and let Verse.io do the rest!

Survey Monkey

Reviving your leads doesn’t always have to be about selling them something directly. It’s really about keeping the connection, and making sure you are at the top-of-mind. Surveys are a great way to re-engage, and also get some feedback on how to improve your product. A double-win!

How to use it? 

• Sales Tip: Surveys work very well when they come from Director or C-level titles. Send your leads a quick survey to see if your sales team was helpful, or able to answer all of their questions. It’s a great way to get feedback on how your team can improve. 

• Marketing Tip: The same works for product usage. Surveys are great when coming from senior titles. If a client hasn’t been using your product in some time, send them a survey to find out why.

Boomerang 

Want to know when your leads are opening your emails? That’s where Boomerang comes into play. This tool alerts you when someone opens your email, and even tells you how many times they have viewed it after initial open. This is a great tool to see if old leads are coming back to review your product. 

How to use it? 

• Sales Tip: Set up tasks to call/email any leads re-opening old emails. If a client is opening an email you sent with a quote, it would be a good time to re-follow-up to see if they have any questions. 

• Marketing Tip: Are old leads opening old emails? This is perfect timing to re-engage with some fresh content or send a simple email to set up a time to speak to your sales team. 

Chili Piper 

Booking meetings with your old leads is a great way to see how they are doing, and if any new opportunities are available. Chili Piper is a great tool for both sales and marketing to book meetings faster. We find this tool super helpful when trying to revive old leads by making it easier for them to book time! 

How to use it? 

• Sales Tip: We like to use this tool for Customer Success teams to schedule meetings with old clients. It makes it super easy to use and even surveys lead if they are no-shows to meetings. 

• Marketing Tip: Clients re-visiting your website? Send them a message to schedule or book a demo! Eliminates the friction, and makes it easy for old leads to connect.