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lead to sale

The Lead-to-Sale Solution: Why Your Leads Aren’t Converting

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Summary: Lead To Sale

If your sales team is chasing leads that go nowhere while your marketing team swears leads are up, this training is for you. In this session, Simon, founder of Structure, breaks down why the handoff between marketing and sales often fails, and what leaders must do to fix it. The answer isn’t more leads—it’s more alignment. Learn why your leads aren’t converting with our lead to sale solution.

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What This Digital Growth Training Covers

  • Why marketing might be “working” while sales stay stuck
  • The 9 root causes of poor lead-to-sale conversion
  • How to build a system that aligns marketing and sales
  • What readiness means for your company
  • The Relationship Revenue Model explained
  • How to stop sabotaging your own growth
  • Tools and resources to start fixing the leaks
  • Real questions leaders ask (with honest answers)

Key Points & Takeaways

  • Your sales problem is an alignment problem. Sales and marketing must share a clear roadmap.
  • Lead quality isn’t the issue—it’s readiness. Leads may be interested, but not yet ready to buy.
  • More tools won’t fix broken systems. Technology amplifies what already exists—good or bad.
  • Your sales team shouldn’t feel like cold callers. If they do, your system is broken.
  • Track handoffs like a relay race. Leads drop where transitions aren’t clearly defined.
  • Success compounds with consistency. A system like the Acceleration Loop builds momentum over time.

Action Steps for Leaders

  • Audit your lead handoffs. Where are the transitions? Where do leads drop off?
  • Define what “sales-ready” means. Align marketing and sales on this definition.
  • Implement the Relationship Revenue Model. Use it to map your entire customer journey.
  • Build a lead-nurturing system. Don’t waste 80% of the leads that aren’t ready yet.
  • Install the Acceleration Loop. Alignment → Activation → Amplification → Acceleration—on repeat.
  • Stop the blame game. Shift from finger-pointing to problem-solving with your teams.
  • Invest in long-term systems. Quick fixes lead to burnouts; strategy leads to scale.

The Lead-to-Sale Solution: View the Deck

Digital Growth Training Transcript

Introduction: Why This Lead To Sale Training Matters

  • Welcome from Simon, CEO of Structure
  • Gratitude for your time and leadership
  • This session is the culmination of a multi-part series

Diagnosing the Real Problem

  • Your CRM is full but stale
  • Marketing reports are up, but sales stay flat
  • Frustration builds: marketing blames sales, sales blame leads
  • Root issue? Misalignment and unreadiness

Lead To Sale: Nine Reasons Your Leads Aren’t Converting

  1. Leads are too early. They’re not bad, just not ready.
  2. Marketing and sales aren’t aligned. No shared definition of success.
  3. Manual systems drop leads. Disconnected tools equal chaos.
  4. You’re tracking the wrong metrics. Impressions ≠ outcomes.
  5. Content doesn’t advance leads. Great creative doesn’t move people forward.
  6. Sales is chasing, not closing. Leads feel warm, but aren’t ready.
  7. Too many tactics, no strategy. Tools and trends aren’t a growth plan.
  8. You’re misusing technology. It amplifies dysfunction if not built on process.
  9. No lead nurturing system. 73% of leads need nurturing before buying.

The Solution: Aligning Around a Shared Journey

  • Use the Relationship Revenue Model
  • Align your sales and marketing on one map
  • Clarify handoffs like a relay race—track the transitions
  • Implement the Structure Digital Growth System using the Acceleration Loop

The Acceleration Loop Framework

  • Alignment: Define the customer journey
  • Activation: Build infrastructure and systems
  • Amplification: Launch campaigns, generate leads
  • Acceleration: Review, refine, optimize, and reinvest

False Fixes to Avoid

  • Slashing marketing budgets without strategy
  • Blaming the team instead of the process
  • Hiring more sales reps before solving the handoff
  • Assuming lead quality is the only issue

Lead To Sale Frequently Asked Questions

  • Q: Are we handing off leads too early? A: Maybe. Define marketing-qualified vs. sales-qualified leads clearly.
  • Q: How do we know a lead is sales-ready? A: They’ve moved from awareness to desire. They take clear action (call, quote, demo).
  • Q: How do we connect marketing to revenue? A: Use a system that measures inputs, processes, and outputs. Check out the Growth Mapping Method.

Want to install this Digital Growth System in your business?

  • Join a digital Strategy Workshop ($15k – credited towards future work)
  • Only two spots available per month – apply today

Want to install this Digital Growth System in your business?

  • Join a Digital Strategy Workshop ($15k – credited towards future work).
  • Only two spots are available per month
Apply Today