When marketing leads do not convert, the gap is usually in the handover. Marketing is measured on lead volume, sales on closed revenue, and nobody owns what happens in between. Closing it requires shared definitions, a fast follow-up process and positioning that attracts the right buyers in the first place.
This is where both of us work together. Jon reviews positioning, the website, paid and organic channels and the tracking behind them. Natasha reviews lead handling, qualification and conversion. You get one plan, one funnel definition agreed by both teams, and one set of numbers.
Jon has led marketing and digital programmes at board level for more than 25 years. Natasha has designed account-based marketing programmes jointly with marketing and product teams and set the conversion measures used to judge them.
The Commercial Diagnostic shows where opportunity is lost and what it would take to fix.
See the Commercial DiagnosticIt varies widely by sector, deal size and lead source, so a single benchmark is misleading. The useful comparison is your own rate by source over time, which most firms cannot currently see.
A sales development function should, sitting between the two with a written service level for response time.
Thirty minutes, no slides. You describe the problem, we tell you whether it is one we fix. If it is not, we will say so and point you somewhere better.