Customer acquisition cost (CAC) is the actual amount spent to win one paying customer from Meta ads, not just one lead. It is found by dividing the ad spend attributable to leads that became customers by the number of new paying customers those leads produced. Cost per lead only measures…
The most expensive tool in your sales process is usually the one you think is free. I have spent more than ten years consulting for sales teams, and the pattern repeats in almost every office I walk into. The biggest competitor to a proper CRM is not another CRM. It…
In more than ten years advising sales teams, I have sat in the same meeting more times than I can count. The client says the lead quality is poor. The agency says the follow up is poor. Both point across the table. You prove lead quality to agency clients one…
I have spent more than ten years helping sales teams turn raw enquiries into booked appointments, across clinics, solar installers, and coaching businesses. The fastest way I have found to qualify leads fast is to ask five questions in a fixed order, and the first two sort buyers from browsers…
“Client says the leads didn’t convert” is a sentence every agency running Facebook and Instagram lead campaigns eventually hears, and after a decade managing sales teams across clinics, training institutes, and home-service companies, I have learned the explanation is rarely about the leads themselves. It is almost always about what…
Solo founders running their own sales often lose leads for a simple reason. Nothing is written down, and everything lives in memory instead of a system. The fix is to systemize before you hire. Document your pitch, define clear pipeline stages, and capture every lead in one place. That’s usually…
When a lead opens with “how much does it cost,” answer the price first. I learned this across years of running sales teams, and the rule holds everywhere. Give a clear starting figure or a realistic range, add one line on what moves the final number, then ask a single…
The first B2C sales team I ran had no shortage of leads. Facebook and Instagram ads brought in enquiries every day, yet consultations stayed flat and the team kept missing target. It took me a while to see why. We were not short on leads. We were short on follow-up,…
Leads disappear when a salesperson quits because the follow-up history leaves with them. The marketing didn’t stop working; the record did. The prospects are still there, and what’s missing is the record of what was already said, promised, and agreed to. I’ve watched this happen on more than one sales…
I have spent more than a decade helping sales teams work out why good leads go nowhere. The question owners ask me most is a simple one: how long do internet leads stay warm? The honest answer is minutes, not days. A lead is at its hottest the moment it…