When your sales funnel starts to looks more like a martini glass, it’s time to try a different approach.
An influx of leads at the top of the funnel is great unless the rest of the pipeline can’t keep pace with the growth. As leads are discarded or get stuck, conversion rates tend to plummet.
James Carbary is the founder of Sweet Fish Media, a podcast agency for B2B brands. He’s a contributor for the Huffington Post & Business Insider, and he also co-hosts a top-ranked podcast according to Forbes: B2B Growth. When James isn’t interviewing the smartest minds in B2B marketing, he’s drinking Cherry Coke Zero, eating Swedish Fish, and hanging out with the most incredible woman on the planet (who he somehow talked into marrying him).