The Ugly Truth About Lead Generation ROI
An Entertaining Case Study Revealing the True Root-Causes Behind One Company's "Failing" Lead Generation Programs
Very often in business, the truth behind problems runs counter to what the people in charge actually believe. Sometimes, the truth is painful and difficult to hear. And sometimes, the truth is just downright ugly. In this entertaining case study, you'll learn about:
- How problems with lead generation can often be traced to things that are removed from the process of generating leads
- How profitable lead generation requires that the right things are happening with those leads as they move downstream
- Why intermediate performance metrics are so important for identifying where the real problems may actually reside
- How finding the truth is always best for the business, but can also present "challenges" for the investigator or messenger
This case study is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.
More Subscriber-Only Resources From Our Library
-
Step-by-Step Competitive Analysis for Strategic Selling
How to use competitive analysis to identify actionable opportunities to gain strategic advantage, expose competitive gaps, provide differentiation beyond price, and reduce competitive pressures.
View This Tutorial -
Better Product Management for Better Sales
In this on-demand webinar, learn how leading Sales Ops teams are influencing the pre-market decisions that can reduce meaningful differentiation and limit the sales performance you can achieve in the market.
View This Webinar -
Maximizing & Measuring Sales Tools
How do you get everything you can out of your investments in sales tools? In this session, learn about a proven five phase best practice framework for becoming more proactive and effective.
View This Webinar -
Using a Cost-Plus Mindset to Your Advantage
In this case study, learn how one consultant got (very) creative in order to solve a pricing problem in an highly dysfunctional organization.
View This Case Study
Why Subscribe?
When you join your peers and become a SellingBrew Playbook subscriber, you get immediate access to this case study as well as all of these other features:
- Training WebinarsDozens of on-demand webinars covering crucial sales ops topics with new webinars every few weeks
- On-Demand LibraryA searchable library of hundreds of concise guides, tutorials, cases, assessments, and research reports
- Expert InterviewsLearn from others in sales who’ve “Been There and Done That” through our Expert Interview Series
- Help DeskAsk our team of analysts for advice, insights, and perspectives on your specific sales ops challenges