Hey, it's Isaac from Leads to Earnings (1 minute read)

Most revenue leaders treat symptoms instead of diagnosing the real problem. Here's how to think like a doctor.

Last week I jumped on a call with a SaaS revenue leader who was convinced his reps were the problem. Revenue was down 40%, and his immediate reaction was "we need better salespeople."

Sound familiar?

Here's what I found after digging into his data. His reps were actually performing above industry benchmarks. The real issue? 60% of qualified leads were getting lost in their CRM routing system. Prospects were interested, but nobody was following up.

This is exactly like a doctor prescribing surgery before running a single test.

Most revenue leaders look at their dashboard, see revenue is down, and immediately jump to solutions. "We need more AI." "We need better scripts." "We need new reps."

But symptoms lie. Just like when you have a headache, the problem isn't always your head. Could be dehydration, stress, eye strain, or a dozen other things.

Here's how to diagnose your GTM like a doctor instead of guessing.

First, ignore the obvious complaints. Your gut feeling about what's wrong might be wrong. Look at what the data is actually telling you.

Second, collect data from multiple angles. Most people look at one dashboard and think they understand their entire GTM. That's like checking only your temperature and declaring yourself healthy.

You need funnel metrics. Lead to opportunity conversion. Opportunity to qualified conversion. Qualified to close rates. Average deal cycle. Win rates by lead source.

Third, prioritize by impact and probability. Don't try to fix everything at once. Focus on high impact, high probability fixes first. Like when 40% of qualified leads never get followed up because your CRM routing is broken.

Fourth, test one variable at a time. Change your messaging, hire new reps, and implement new tools all at once? You'll never know what actually moved the needle.

The SaaS revenue leader I mentioned? We fixed his CRM routing issue first. Meeting conversions jumped 25% in 30 days without changing a single rep or script.

This systematic approach turns guessing into knowing exactly what's broken and how to fix it.

Talk later,

Isaac

PS. Build a GTM system that will convert cold traffic and increase revenue per salesperson 👉 levergrowth.io

How I Can Help You

If you like this newsletter and want to work with me, there are a few ways we can do so:

1. I have a ton of free content that will help you get more clients on my YouTube channel. I post insights from operating high converting cold email campaigns for dozens of B2B companies that have added hundreds of thousands in recurring revenue.

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I hope you enjoyed this brief email.

Talk later,

Isaac