Lead Generation (ePub)

According to the NY Times, over 3,200 venture-funded businesses failed in 2023, losing over $27 billion. Over 70% of PE-funded companies failed in 2022, losing an average of just over $1.3M per company in less than 20 months. And over 20% of all start-ups fail within 2 years. Given the resources and expertise available to these businesses, one has to ask: Why is the failure rate so high?

In working with many hundreds of businesses over the last 35+ years, it's bcome evident, particularly in the last few years, that most of these companies fail because they are ineffective at Marketing and Sales because they've adopted a model of Marketing and Sales - one that has been promoted relentlessly by the digital platforms, solution providers, and the Marketing profession itself - that, in most cases, simply cannot work.

In this how-to guide we examine the specific reasons why so many businesses fail to achieve their revenue objectives, and what you can do to succeed: by adopting an approach to Sales and Marketing that has been around, and working effectively, for over a hundred years.

Why Read "Lead Generation"?

If you're in SALES, you'll learn how to:
Stimulate more interest
Uncover more needs
Create more urgency
Establish more rapport
Build more value
Unhook more competition
Overcome more objections
Shorten your sell-cycle
Increase your win rate
Work less and sell more
And overall: Maximize your performance against quota!

If you're in MARKETING, you'll learn how to:
Get more visibility
Stimulate more inquiries
Create more buzz
Beat the algorithms
Grow your subscriber base
Position more effectively
Generate more leads
Generate better leads
Maximize your conversion rate
And overall: Maximize your MROI!

If you're a BDR, you'll learn how to:
Get past gatekeepers and voice mail
Get more return calls
Stimulate more interest
Prevent rejection
Gain more credibility
Uncover more compelling needs
Escalate your contact level
Increase your conversion rate
Eliminate no-shows
Book more appointments
And overall: Minimize your CPL!

If you're a BUSINESS OWNER or INVESTOR, you'll learn how to:
Grow your revenues "on demand"
Maximize your margins
Penetrate new markets
Raise your prices
Steal market share
Increase resells and upsells
Enhance customer satisfaction
Increase profitability
Develop more effective strategies and tactics
Get better performance from your team
Close the gap between "where you are" and "where you want to be"
And overall: Maximize your ROI!