When Gooroos Tell You Your Lead Flow Isn't the Problem

Oh yeah?

Funny how they say that right before they pitch you their “savvy objection handling training.”

Conflict of interest?

Yeah… because if the real issue is lead quality, they can’t sell you a magic script. If the issue is you, they can.

Always look at what someone has to gain from getting you to misdiagnose the problem.

Back on topic:

It will forever amaze me that the default assumption is always:

“The rep is just blaming leads because they’re lazy / unskilled / can’t objection-handle / not taking ownership.”

Cute. Not.

Here at the High-Ticket Casino, companies LOVE broke leads…not because they convert… but because they’re cheap.

They look KICK-BUTT on a dashboard. They make CAC screenshots feel like you just hit the jackpot.

BUT when the calendar fills up with tire kickers who couldn’t PIF a cheeseburger…everybody looks DIRECTLY at the rep, (after all they WERE the last point of contact, right?)

Wrong.

Their conversations can only be as good as what happened BEFORE the call.

When a good rep says, “These leads are broke,” the gooroo SOP is to scrub the recording for the wrong tone at minute 27…instead of admitting the front end is cooked.

Here’s an idea: Maybe try listening to the person talking to buyers all day?

You can’t “objection handle” your way out of bad targeting.

And from my perspective as a recruiter, this is EXACTLY why you struggle to keep sales people.

Trash lead flow (optimized for cost instead of fit) + gaslighting your team = revolving door sales org.

Then founders swear, “Salespeople just don’t last these days.”

Correct. They don’t.

But do you ever stop to ask yourself WHY that might be the case?

Could it possibly be you’re strapped for cash, hemorrhaging your funnel and trying to squeeze juice out of fruit already juiced?

So when reps complain about lead quality—do you automatically assume they’re making excuses?

Or do you set your ego aside and actually explore the possibility they’re right?