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
-
How to Make Insight-Based Selling Actually Work
Leveraging customer and industry insights in the selling process is a hot topic these days. In this recorded and transcribed interview, John Thackston reveals what it really takes to turn insight-based selling into an operational capability.
View This Interview -
The Triangulated Competitive Audit Guide
The Triangulated Competitive Audit Guide provides an expanded reference list of the various types of questions you'll want to ask about your competitors and why.
View This Tool -
Assessing Your Sales Operation
How do you know how your sales capabilities really stack up? How can you tell? In this on-demand webinar, learn how to leverage "3 P" assessments to figure out where you're at and where you need to improve.
View This Webinar -
Conducting Whitespace Analytics
What if there was a way to analyze all of your customers at once, identify the whitespace opportunities, and serve them up to the sales team on a platter? Learn the seven step process for doing just that.
View This Webinar
Come Join Our Next Webinar
Managing Risk in Sales Ops
How to Be More Proactive About Mitigating Real and Perceived GTM Risks
