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Aired on December 10, 2019
Episode 17
Why Lead Generation Is A Sales Problem
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Generating leads is all about sales. One big reason is marketing and sales team aren't working together. To get them on the same page, have them talk to each other.

Lead Generation: It’s Really About Sales

Struggling to get leads? Feel like no matter what you do, they just aren’t coming in? You’re not the only one. A lot of businesses have this problem. And here’s a little secret: often, the trouble with getting leads is more about sales than marketing. Let’s dive into why that is.

When Marketing and Sales Don’t Talk

Different Goals

A big reason why getting leads is tough is because marketing and sales teams don’t always work together. Marketing tries to get leads, and sales tries to close deals. If they don’t talk to each other, things get mixed up, and leads get lost.

Leads That Don’t Fit

Marketing can bring in lots of leads, but if they’re not the right kind, they’re not much use to sales. It’s important for both teams to agree on what makes a good customer. This way, marketing brings in leads that sales can really use.

Slow Follow-up

Sometimes, marketing does pass good leads to sales, but then nothing happens fast enough. If you don’t reach out to a lead quickly, they might lose interest. This is where sales need to step up and make quick moves.

How to Fix It: Get Marketing and Sales on the Same Page

Shared Goals

To fix the lead problem, marketing and sales need to have the same goals. When both teams know what they’re working towards, they understand each other better and can work together more effectively.

Talk to Each Other

It’s really important for marketing and sales to talk to each other. Regular meetings can help both sides understand what kind of leads are coming in and what the sales team needs.

Score and Nurture Leads

Using a system to score leads helps sales know which ones to focus on. Marketing can also help by keeping leads interested until they’re ready to buy.

The Personal Touch in Getting Leads
Know What Your Customers Need

To get good leads, you need to really understand what your customers are looking for. What problems do they have? What do they need help with? If you can answer these questions, your lead efforts will be more successful.

Build Real Relationships

People buy from people they like and trust. So, it’s important to build real relationships with your leads. Show them you care about their problems, not just about selling something. When leads feel valued, they’re more likely to become customers.


Getting leads isn’t just about collecting contact info. It’s about understanding your customers, guiding them, and helping them with their problems. By getting marketing and sales to work together, focusing on the right leads, and adding a personal touch, you can turn lead generation from a problem into a success.

Remember, it’s not just about making a sale. It’s about building a relationship that’s good for both you and your customer. Let’s work together to fix the lead generation problem and help your business grow.

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Biggest Takeaways:

  • Lead generation and prospecting, they are one in the same, as it both relates to your sales process. The reason for that is because the mechanism of creating leads is really designed to help you to prospect.
  • If you’re talking to people who aren’t ready to say yes, and until you up the quality, you’re going to consistently hear more nos than yeses.
  • Do your lead generation activities consistently day in and day out every single day, maximizing your time on one, two or three different types of prospecting activities from high quality sources where your dream clients are hanging out at.


  • If you don’t have enough leads coming in to the front end of your sales pipeline, then you don’t have enough people that are walking through the next stages of your sales process. [Tweet This]
  • Never underestimate what you’ve actually learned through experience without being “certified” or having gone to school for it. [Tweet This]


  • Why it is important to have enough leads coming through the door [01:43]
  • Sales and marketing activities need to go hand in hand, in order for both to work effectively [05:27]
  • The quality of your leads matter and where to find your dream clients [09:50]
  • What your lead generation activities need to look like in order to get more sales [17:48]
  • How I started to tighten up and automate my lead qualification process [21:25]

Bonus Resource:

Episode 10: Mastering The 7 Critical Steps Of Your Sales Process – mastering the seven critical steps of your sales process, so you can stop throwing spaghetti against the wall and having to recreate things constantly. And you finally enjoy the things that you uniquely are created to do, in your business!

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