WEBINARS
34:58 MIN WATCH
The 22-person
problem!
What data actually says about
your cold leads
Download the webinar
Learn why the leads you gave up on may have had the most potential.
It takes 96 touchpoints to turn an MQL into an SQL. Most teams send three and ghost, then blame the lead. Alex Fraser and Lena Lucas had 45 minutes, receipts, and zero interest in being polite about it.
What you’ll walk away with
No spin. No small talk. Six things that’ll make your next QBR a lot less painful.
The lead was never the problem
It’s one signal from one person in a 22-person buying committee. Following up three times and writing it off isn’t diligence it’s giving up with extra steps.
96 touchpoints. You sent three.
150 for a $100K+ deal. Another 163 from SQL to closed-won. Your cadence isn’t underperforming, it’s barely showing up.
Meet the other 21 people ignoring your emails
13 internal roles. 9 external influences. The full committee quietly forming an opinion of you while your SDR waits by the phone.
Your “nurture problem” is actually a media problem
33.6% organic, 21.2% LinkedIn, 20.9% Google, 3.8% email. Three-quarters of the touchpoints you need show up on their own no more emails required.
Buyer network marketing: the framework with receipts
Four moves. Zero guesswork. Expand the audience, arm every committee role, turn the SDR into an insight connector, and measure coverage instead of speed.
Four questions that’ll make your next QBR actually useful
Steal them. Ask them out loud. Watch “these leads don’t convert” turn into an actual strategy conversation.
Alex Fraser
Lena Lucas
Bring your worst ten
leads. We dare you.
We’ll map how many of the 22 you
actually reached. (It’s probably not
many.)