SellingBrew

Subscriber-Only Case Study

Already a subscriber? Login

Subscribe and get immediate access to this case study, full access to our research library, and much more...

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.

Subscribe & Get Access

More Subscriber-Only Resources From Our Library

  • Making Change Happen

    How do you get an organization to move away from the status quo and actually embrace doing things differently? How do you foster true adoption, as opposed to merely forced compliance? Given the organizational dynamics involved, effective change management requires a more strategic approach.

    View This Webinar
  • Beyond the Hype of Marketing Automation Tools

    Marketing automation tools can be very powerful and beneficial. But are these toolsets really the answer to all of our lead generation woes? In this interview with Dan McDade, the author of The Truth About Leads, we cut through the hype surrounding marketing automation tools and discuss their proper role in lead generation.

    View This Interview
  • Seven Building Blocks of Sales Effectiveness

    In sales, it can be challenging to know where to focus your attention and resources. This guide provides a framework of the seven areas where improvements have the most impact on close rates, cycle times, deal sizes, and margins.

    View This Guide
  • The Sales Ops Guide to Enabling Sales Managers

    Sales managers are critical points of leverage and enablement. In this on-demand webinar, learn a variety of strategies and tactics that others have used to influence sales managers and drive performance improvements at-scale.

    View This Webinar