The Whole Game Is Rigged Against Closers

How many offers have you worked where the lead flow was actually good?

And when I say good, I mean:

These people HAD a real problem.

They KNEW they had a problem.

The timing made enough sense to move forward now or relatively soon, not "someday".

and it was CONSISTANTLY that way over time?

I'll wait.

Nah, jk. I won't.

Because what I find to be more common is that instead, reps are handed a pile of lukewarm, half-aware, "just browsing" leads……and then told to go hit quota.

Translation: "Here's a trash hand. Now perform like we dealt you aces."

And when the numbers don't hit?

Nobody looks at the leads.

Nobody audits the funnel.

Nobody asks if marketing actually did its job.

They look at YOU.

"Must be your tonality."

"Must be your frame."

"Must be your objection handling skills."

Nahhhhhhh, fam.

MAYBE it's the fact you're asking a closer to do the job of an entire marketing department...

...on a 60-minute call...

...with zero base pay.

Properly vetted leads don't need to be wrangled.

Hold on to your shirt right there:

Founders, more often than you think, "closing problems" are really lead problems DISGUISED as closing problems.

But fixing lead flow costs money.

Blaming the rep is free.

And that's the rub.

Founders, could you answer this question if you got asked?

"What percentage of leads that hit my calendar are actually completly and fully problem-aware and ready to have a real conversation?"

No? Well, if you want a "killer closer", might want to optimize for the thing that will allow them to become just that: vetted leads.