Rizer CRM’s recycling feature is designed to help sales teams revisit past deals, keep lead data organized and warm for re-engagement, and incorporate feedback on product features and market conditions. By collecting structured data and competitor insights, Rizer CRM empowers teams to handle objections effectively, nurture leads more precisely, and strategically re-enter deals into the sales pipeline to increase conversion chances.
You can recycle products individually from inside the deal or you can recycle the entire deal cart by recycling the deal.
The first ting you are prompted to do when recycling a product is to choose the recycle reason. Rizer CRM handles all possible reasons out-of-the-box:
- No time – when the lead has no time to review the solution you are proposing
- No budget – when your prices are higher then the budget of the lead
- Too expensive – when the company you are trying to sell to just considers your solution too expensive
- Lost to competitor – when they choose someone else
- Happy with current provider – when they decide to stay with the product they are currently using
- Unknown reason – when they don’t give you a reason for refusing
Each product you recycle has a call back date. This is the moment in the future when the system will prompt you tor enter that product in the pipeline and try to reconnect with the lead.
By default Rizer suggests 3 months for all the reason above but this can be adjusted based on your sales cycle and any interaction you had with the company.
Rizer CRM Offers the recycling functionality as a way of “never loosing a deal”. With it, sales reps have the option to structure reasons for loosing a deal so when they eventually reconnect with the lead they have all the information available to succeed.
As time passes, the recycling section becomes a big source of leads for the sales team. The benefit being that those companies already know you and are familiar with your offers.
Once a product is recycled it moves into the Recycled section. Here all products are listed with the pricing model, recycle reason and callback date and time.
From here a user has the option to:
- View pricing – view the price the product last had
- Edit recycle – edit either the reason or the callback date
- Move to deal cart – move back to an existing or a new deal
- Move to ineligible – remove it from recycling and add it to the ineligible section
- Make ready for callback – instantly make it ready for callback independent of the time left
When you move a product from recycling back into a deal to reconnect with the lead you have to reconfirm the pricing details. Once you make sure everything is correct you can click Add.
Recycling tables
Within the leads and customers sections, the recycling tables consist of a chart and a listing table. The chart visually represents the duration of the recycling period, indicating how long it will take for products to be ready for new deals and to enter the sales pipeline.
These tables play a crucial role in tracking and managing the product recycling process. The chart provides a clear visual depiction of the time required for the recycling period, ensuring efficient planning and optimization of sales activities. Meanwhile, the listing table complements the chart by offering specific details and data points related to the recycled products.
Longest period is to the left and closest is to the right.
On the far right side there is a special column that lists all the products that are ready for callback today. These products cand be moved inside deals and assigned to the sales team.
The main table shows for each recycled product:
- Status – this can be “ready for callback” or “ready in” (counting down to the callback date)
- Deal owner – the last deal owner of the deal the product was recycled from
- Company name & Customer contact
- Product name
- Reason for recycling – the main reason the product was recycled for
- Deal value – the deal value of the last deal the product was in
- Recycled date – the date on which the product was recycled
Both the chart and the table can be filtered using the filter section from the top of the page. Available filters are:
- Status – this can be “ready for callback” or “ready in” (counting down to the callback date)
- Last deal owner – the last deal owner of the deal the product was recycled from
- Products – filter the products by product name
- Reason – show only products recycle for a specific reason
- Missing feature – if the product was recycled for a missing feature filter just the ones that requested a specific one
Using this view managers and sale reps can seamlessly monitor and plan the re-engagement process for recycled products.