One of the most common things I hear from sales teams is "We just need more leads." But most of the time? That's not the real problem. The real issue is this: you're sitting on leads you never properly followed up!In this episode, I'm sharing the exact framework we used to turn post-event conversations into 17 booked meetings in 30 days — for a SaaS client that saw a 628% ROI from one simple shift: better follow-up. We're talking timing, messaging, conversion cadence, and why most teams unknowingly let hot leads go cold — fast.---What You'll Learn:* The critical 5–10 day window that can 21x your conversion rate post-event.* How to revive event leads—even 2 to 6 weeks or more after the fact.* The difference between lead generation and lead development.* What the "LDR Prompt" is and how to build one for your sales team.* How we outperformed pipeline targets by 12 meetings—with no extra spend.* Why nurture existing leads is better than constantly seeking net new ones, and how to tap into your current database first.* Whether you're leading a sales team, planning your next trade show, or wondering if events are "worth it," this episode gives you the playbook to actually monetize the leads you already have.---Mentioned in this Episode:CRM tools: #hubspotcrm #pipedrive #salesforceOutreach methods: Lead Development as a Service, Reignite campaignsTopics: Lead decay, event ROI, pipeline follow-up, sales enablement---Related Episodes:* The Campaign That Hit So Hard, We Had to Turn It Off* AI Won’t Save Bad Outbound---Got questions? Come find me on LinkedIn – I'd love to hear how you're approaching follow-up and what's working or not for you.🔗Connect with me on LinkedIn: [https://www.linkedin.com/in/harriet-mellor/](https://www.linkedin.com/in/harriet-mellor/)And if this helped, share it with someone on your sales team who's sitting on gold — they might just need a better map.