Why Your Sales Team Complains About Bad Leads and the Missing Role That Fixes Call Funnels

Earnings Disclaimer: You have a .1% probability of hitting million-dollar months according to the US Bureau of Labor Statistics. As stated by law, we can not and do not make any guarantees about your own ability to get results or earn any money with our ideas, information, programs, or strategies. We don’t know you, and besides, your results in life are up to you. We’re here to help by giving you our greatest strategies to move you forward, faster. However, nothing on this page or any of our websites or emails is a promise or guarantee of future earnings. Any financial numbers referenced here, or on any of our sites or emails, are simply estimates or projections or past results, and should not be considered exact, actual, or as a promise of potential earnings – all numbers are illustrative only.

The VSL problem. A problem as old as the funnel itself.

Your salespeople will consistently complain about the quality of the leads that show up comparatively to your organic funnels. Your webinar funnels crush. Your challenge funnels crush. Heck, even your DM ad strategies crush.

But you know and you’ve constantly heard stories about people that are running these direct call funnels where they’re running paid advertising, getting people to show up to a call and they’re just banking deals.

They’re few and far between nowadays to be fair because a lot of people have given up on the traditional call funnel. For us it consistently crushes. But there are some specific supplement campaigns that we’ve talked about on this channel time and time again.

When you’re on your path to hitting million dollar months, you have to add them. They’re mandatory. They’re non-negotiables.

Otherwise you get stuck in this position where you’re constantly having to go live to bring in qualified buyers that your salespeople can close.

At the end of the day there’s a specific function that you have to play in your business to rotate through different solutions on the marketing side before you can officially blame your salespeople and adapt the sales side of the equation.

I’m going to walk you through some of the best practices that we find today in our million dollar a month deals. We have these same best practices running in an account right now that does 5 plus million dollars a month.

However I want to be very clear when I say this. The probabilities of hitting million dollar months are 0.1% according to the US Bureau of Labor Statistics. That stat by the way is for businesses that hit $10 million a year.

So to get to 12 million a year, the big million dollar months all year long, you have to be amongst literally the top 1% of the business owners on Earth that achieved those numbers.

That indicates that 99.99% of people out there are getting wiped out, are struggling, are stuck at only a couple hundred grand a month and never achieve or even break out of what the United States government considers a small business, which is under $40 million a year.

I’m here to help you get richer. That’s my goal and this content I’ve got for you today is no different.

All we talk about around here is hitting million dollar months. I pass down all the lessons from the 40 different people currently, and that number grows by the way, 40 different businesses that we’ve helped get there.

I just pass down the lessons from what they’ve achieved, what they’ve done, what they’ve made work, what made them fail and what held them back and I try to pass them down to you.

If your business is already generating $100k+ per month, My Inner Circle is where you break through to the next level. Inside, I’ll help you identify and solve the bottlenecks holding you back so you can scale faster and with more clarity.

Why Your Salespeople Say Leads Are Too Early and Not Qualified When They Book Calls

So your salespeople call you up and they start whining. They start getting a little upset and they say things like man, these leads are coming through on my calendars, they’re not hot enough yet.

They’ll say more sophisticated things when you’ve got the right salespeople that are just a little more articulate. They’ll say things like they’re too early in the sales process.

To be fair, your salespeople might not be wrong. That’s one thing that you really got to consider.

If we map the sales process where initially it starts with awareness, and this is the key thing that you have to understand, awareness is you running an ad to the person and just getting the person aware of who you are.

From there at the very end of the process we obviously have the close where we officially capture some money and get a deal done.

After the awareness step usually there’s some type of direct response that hits that individual and it might take a few times to be fair where they see that ad before they actually take the action.

Now there’s two types of people and this is very important to understand. This is why this problem happens so frequently.

You don’t think that there’s two types of people. You just think that there’s one type of person.

Here’s the two different types of people.

How Person Number One Consumes All Your Content and Framing Before They Book a Call

Person number one will binge watch a ton of your long form content, your short form content. They’ll look you up. 

Research shows that companies using buyer personas are 2x more likely to exceed their revenue goals, and 71% of companies who exceed revenue and lead goals have documented buyer personas that account for different buying behaviors.

They’ll already be sold on the idea of whatever it is that you’re selling and talking about making products and services to help solve.

They come through your funnel more than happy to go through videos before they talk to your salespeople.

They’ll watch your pre-call homework. They’ll happily show up to your 90 minute or three hour long webinar. They are enthused with the opportunity that you’re going to host a three day live event and walk people through a challenge funnel even if it’s evergreen and not actually live.

That type of person, person number one, will need a lot of framing but they’ll do the framing first. Which is what your salespeople love.

That’s what your salespeople are consistently talking about that they want because all your salespeople have to do on those types of people is close them.

There’s nothing else they have to do. There’s no education on those calls because all the education happened prior to the sales call.

That’s the key.

Why Person Number Two Will Never Watch Your Webinar and Uses Calls for Education Instead

What your salespeople complain about is when person number two shows up.

Person number two is a completely different type of person. Person number two prefers to talk to your sales team to get their information and education about whether they want to do whatever it is you’re selling them on. 

Research shows that 72% of tech buyers are more likely to consider a vendor who educates them through each stage of the decision process, yet B2B buyers spend 27% of their time conducting independent online research—highlighting the critical need to adapt to different education preferences.

That’s what your salespeople hate. Person number two.

Here’s the very important thing to understand. They’re not going to watch any of your videos. They hate webinars. They feel like webinars are a scam.

They’re not going to invest 90 minutes to 3 hours of time before they show up and get on a sales call with your team. They view that as a complete waste of their time.

Person number two, they’re in no way shape or form going to commit to consumption from anything from your brand. They might not even click through on your page and watch literally anything about your business until they have that sales call, if they even deem your sales call worth showing up to that they booked.

Person number two requires the sales call to be first. After they get on the sales call they treat it like an education call rather than a sales call.

So they’re going to get on the phone. They’re going to ask the salespeople the questions that your salespeople are going to be almost annoyed by, upset about.

The salesperson’s like dude, I mean we have so much content that you could have consumed before this call to get these same answers.

Your salespeople, they’re going to say that person number two is not qualified when that’s the furthest thing from the truth. Research confirms that sales teams handling unqualified leads creates serious inefficiencies—73% of leads sales teams handle aren’t actually qualified, and poor lead routing means 61% of marketers send all leads to sales even though only 27% are qualified.

That’s what’s critical to understand for why you have to remember there’s two types of people. Otherwise you don’t adapt your marketing and your sales processes around the two types of people that clearly exist.

Person number two, they’re not unqualified. By no means are they unqualified. Your sales process just only is currently built for person number one.

That’s what you struggle with. That’s the main issue you have. You haven’t addressed it from that perspective.

That’s why you listen to your salespeople and you think to yourself, I guess we only got to do webinars from here forward. Shut off the paid ads. Let’s just stick to organic. Let’s go back to what was working.

And you never actually commit to trying to figure out the underlying issue and solve the problem.

It’s not a hard problem to solve. It will take a little bit of time. It will take some adaptations in what you do. I’ll give you some of those adaptations right now so you can understand.

Remember and this is very important to understand, person number one is all for framing first. They are a framing first person. They love going through long form.

They’re built for strategies like my new Venus Fly Trap 2.0 strategy. They love webinars, challenge funnels. They’re happy to DM back and forth with your business.

Anything and everything that you’ve got that this person can consume pre-call, they’re going to go through.

We had an Inner Circle member earlier today who was complaining about their show rate and I was like hey, share over your current pre-call marketing automation. Share it in a Google doc, put it together for us.

He used the word homework like a dozen times in the first three emails.

Person number one, I mean they’re happy to go through your homework. But literally every person on Earth, really think about this real quick. Who has a positive mental association to the word homework?

Nobody. There’s not, I mean I could think of a handful of people I went to school with that were enthused about their homework and like protected it and didn’t let you copy answers and stuff.

But here’s the thing. Literally everybody else hated homework. No kid went home excited like oh man, I got to go do my homework now. Leave me alone, I got to do my homework.

No dude. We were doing that stuff like the class before, just copying people’s answers. That’s person number two.

Person number two is not doing your homework pre-call. They’re not consuming any of that stuff. They show up to the call for answers.

That’s what’s important to understand. They use the call for education. They show up to the call for education.

Why You Need an Educator Role on Your Sales Team to Handle Person Number Two Leads

This is what you have to understand. This is what you’re missing currently.

When your salespeople that you currently have on the phones right now are not adapted to the fact that these two types of people exist and they act like everybody can somehow be pigeonholed into being person number one, which isn’t how people work as you know.

What ends up happening is your salespeople give you this feedback. Oh dude, the leads aren’t ready to buy yet.

To be fair, I mean they’re not wrong. Like this first half of the sales process here where somebody’s going through the awareness and they officially took the action, I mean yeah, there’s this pre-call framing that occurs.

We’ve talked about this before where we’ve talked about short form, we’ve talked about long form and then we’ve talked about the salesperson having their manual influence.

This part specifically, this is where a lot of people struggle.

You want to build it as though everybody’s a person number one. That’s fair. Specifically for the pre-call framing like the marketing automation, yes, send people a bunch of stuff to consume before the call. Yes, use the hammer them strategy and hit them with tons of content short form and long form before the calls.

Absolutely.

But remember you’re still going to get a chunk of people that are person number two. What are you going to do with them? Just going to act like they’re unqualified and just boot them from your funnel every time?

Believe it or not that’s a solution that a lot of sales teams and businesses ponder. They do actually consider that. You probably might be one of them that just think yeah, I would boot them from the funnel.

Here’s what I propose.

Because person number two, they show up to the call for education, it’s pretty simple right? The first call should be with an educator.

This is the ultimate tip of this content that I want you to understand.

The educator. That’s the role that you’re currently missing.

You need a person in your sales organization and ideally this eventually becomes a few different people where if a lead shows up, and these people by the way like they might text you ahead of time and say like yeah you know I plan on showing up.

When you try to get in contact with them manually you might hear a word from them, you might not. But when they do show up and they just start asking questions that your main salespeople can tell are just education based, there should be an educator in real time that’s available to be able to talk to that person.

That’s what you got to understand. There has to be somebody that they can essentially live transfer to. That that salesperson can reach out to and say it could be a setter, it could be a closer.

But here’s my point. The setter or the closer that gets that type of lead on the phone, they have to have somebody that they can dish it to. That’s the educator.

The educator is essentially just a setter but instead of a setter that’s actively trying to just qualify to then set a closing call, no, no. That’s not what this educator does.

The educator does a much more advanced function. They just essentially present webinars on a one on one basis.

You might think a little bit less highly of person number two when you hear some of these characteristics but I mean this is how it is. They think they are special.

They do not like anything about your webinars. They think your webinars are awful. They don’t think they learn well in a group setting essentially.

Here’s the main thing to understand about them without making person two sound like they’re just awful people because they’re not. They’re qualified people. They just go through the buying process differently.

Person number two, they want to get the answers they’re looking for in a faster way. Like they don’t want to have to sit there and just twiddle their thumbs on your webinar waiting for the answer that they’re actually looking for.

They want to show up to your sales call and ask the questions that they actually have.

That’s the key. That’s the difference between person one and person two.

Person number one is enthused to not only get the answers that they seek out, they’re happy to sit there and get hit with as much content and framing material as you can give them.

Person number two though, they’re only seeking answers to the things that they care about getting answers to. They don’t care about anything else.

Why Person Number Two Needs the Call First Then Framing Instead of Framing Then Call

It pivots though. Here’s the problem right? The dilemma in its finest form.

You’ve got framing that you want to have occur first and then you want the sales call to happen or the conversion event to occur. That’s how you want every person to come through the funnel.

When in reality for person number two you have to switch it. The conversion event, the call in this case, has to happen first and then the framing material can happen. Only then can the framing material happen for person number two.

Even if you’re used to a traditional one call close, it becomes a two call close model when you adapt to person number two.

Now I want to be very fair when I say this. Almost every business that comes to us that’s around that like couple hundred grand a month mark somewhere in there, we see them get all the way up to sometimes even like high couple hundred grand a month and you look at who they’re selling to, it’s always an exclusively person number one.

Whereas when you look at the businesses that are over a million dollar a month, they have mastered this specific problem solve scenario and they’ve adapted their sales process and their marketing process to incorporate things like the Venus Fly Trap 2.0, the hammer them strategy, sophisticated pre-call framing with strategies like our trust flywheel.

And they adapt their sales process to have roles like the educator.

That’s the difference. That’s the key. That’s what makes the extra money is being able to sell to both demographics.

Being able to take the framing and then the call and switching them. Being able to have the call and then the framing makes a huge difference. 

Research shows that companies employing lead scoring and qualification strategies experience up to a 70% increase in lead generation ROI, and the conversion rate from prospects to qualified leads increases to 15-20% when proper qualification processes are in place.

You can’t undermine that as a strategy.

You really got to look at your business and ask yourself, are you adapted to currently doing one or the other or are you adapted to being capable of doing both?

Why Some Businesses Only Sell to Person Number Two and Need to Adapt for Person Number One

In the rare instance, and this actually does happen to be fair, there’s some people who are so awful at selling to person one because they don’t have any content. They don’t have any pre-call material. They don’t have any consumption.

They don’t have anything that’s like an indoctrination related sequence. They only have person number two business models where they get people on the phones and that’s how they do all their selling.

It’s a minority of instances, not rare, it’s just a minority of instances. We’ll find businesses that are exclusively good at selling a person number two.

So vice versa to you my friend, you can make a ton more money too if you start learning how to adapt to person number one tactics.

You got to do both. That’s the key. You got to do both.

How We Help Businesses Adapt Their Sales Process to Sell to Both Person One and Person Two

We teach strategies like this in depth. We make sure we literally audited today. We had like four people at once share their pre-call sequences, their pre-call content and we spend time not only me as the person being paid but as a group auditing and analyzing all these different pre-call framing techniques and indoctrination sequences.

We do that in my Inner Circle offer. Twice a month one on one calls, weekly group calls, quarterly in person masterminds right here in Miami, Florida. On top of that, that group chat I just referred to, it is extremely active and it’s full of rich people trying to get a heck of a lot richer.

All I talk about around here is hitting million dollar months.

We had a recent Inner Circle member who just joined in, Joman and his business partner. They had already made money and this is what I talked about. I build all my content so you can turn around and actually make some money with this stuff.

Not a ton of money but enough money where you have house money is what we call it. You walk into a casino with $1,000, you gamble that $1,000, you make back two grand, you put your original $1,000 back in your pocket. Now you got $1,000 free and clear. That’s house money.

That’s the goal of my content. I’m trying to make you some cash so you can comfortably pay that house money to us for one of our offers. That’s the whole point of all this stuff.

So I hope you enjoy it. I hope you go out there and get richer.

We drop twice a week around here and all my content is geared towards helping you make big money, the million dollar months. At the least I mean I’m trying to improve your odds to make that possible for you.

The odds are infinitely low. I mean 0.1%. 99.9% of people out here not hitting those numbers. But hey, 40 people we’ve helped over the last decade have done it.

I’m definitely not saying that you’re going to be one of them but I will say this. Learning what they do sure does help at least make a little bit more money beyond what you’re making now in almost all instances.

But again, not an income claim. Your probability to make money with literally any of this is probably near zero. Do your research, understand the facts, understand the odds.

Most business owners waste years figuring out what actually works. In my Master Internet Marketing program, I compress that learning curve into 7 weeks, covering copywriting, funnels, ads, and more. If you’re ready to invest $5k and get serious about your skills, apply here.

But hey, go get richer.

---

Watch the video: