I need more leads!

I need more leads. This is the first thing almost every founder tells me. And 90% of the time, they’re wrong. If you are doing $2M to $5M in ARR, you don't have a lead volume problem. You have a Revenue Leak problem. You’re pouring water into a bucket full of holes. Here’s the three most common leaks I find when I embed with a new client. Leak 1. The "Proposal Sent" Graveyard Go into your CRM. Look at your "Proposal Sent" stage. How many deals have been sitting there for more than 30 days? That isn't a pipeline; that is a museum. ➡️The Fix: Implement a process for your sales team where they cannot send out a proposal unless the prospect schedules a date and time to review it. Leak 2. Speed to Lead When a demo request comes in, how long does it take for a human to respond? If the answer is "a few hours," you are losing 50% of your opportunities. ➡️The Fix: Install internal SLAs (Service Level Agreements) that require a response from one of your salespeople within 15 minutes during business hours. Consider an AI SDR for after hours. Leak 3. The "Just Checking In" Follow-Up Read the emails your team sends. Are they sending "Just checking in to see if you read the proposal"? That is a permission slip for the prospect to delete the email. ➡️The Fix: Make sure the follow-ups are value-additive - new ideas for their project, competitive information, etc. The Sales Audit A consultant will look at your revenue number and tell you to sell more. A Fractional Sales Leader looks at the gears. We find the friction points that are bleeding profit and tighten the screws. If you're still in founder-led sales, watch these 5 short videos to see how to scale beyond yourself. 

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