Stop the Leak: Building an Effective Lead-to-Opportunity Process

April 15 , 2025 Stop the Leak: Building an Effective Lead-to-Opportunity Process

Spending on marketing but not seeing consistent qualified sales conversations? You're not alone. This 30-minute session tackles one of the most expensive mistakes B2B companies make: treating marketing as an activity instead of a system.

Perfect for companies experiencing: • Inconsistent lead flow despite marketing investment • Unnecessarily long sales cycles • "Nobody knows about us" syndrome despite marketing spend • Poor ROI on marketing efforts

The Core Problem: More marketing ≠ more sales. What's missing is a structured process connecting marketing activities to actual sales outcomes.

What You'll Learn:

The Four-Stage Lead-to-Opportunity Process:

1. Prospect (Domain Qualified Lead) - Initial interest, basic demographic fit, minimal engagement
2. Suspect (Marketing Qualified Lead) - Problem awareness, multiple content interactions, purchase intent signals
3. Discovery Call - Structured qualification conversation, problem verification, value establishment
4. Demo/Solution Presentation - Tailored to validated needs, outcome-focused, clear next steps

Common Breakdown Points We'll Address: • No exit criteria between stages (prospects advance without proper qualification) • Missing nurture campaigns (stalled prospects disappear forever) • Inconsistent execution (process exists on paper but isn't followed) • Misaligned content (content doesn't match buyer journey stage)

Your Implementation Roadmap:

1. Document your current process (what actually happens vs. what should happen)
2. Define specific, measurable exit criteria for each stage
3. Build nurture campaigns for prospects who stall or go cold
4. Align content to specific buying stages and fill gaps
5. Implement stage-to-stage conversion tracking

Key Insight: Most companies hire and fire marketing staff, jump between agencies, or increase ad spend without addressing the fundamental issue—lack of process structure that reflects their ICP's actual buying cycle.

Hosted by: Greater Gain Group and GrowDGtal, specialists in building profitable sales and marketing engines for B2B technology companies.

Stop wasting marketing dollars on activities that don't convert. Learn how to build a systematic approach that turns marketing investment into predictable sales conversations and shorter sales cycles.

Join us for practical frameworks, real implementation steps, and live Q&A to fix your lead-to-opportunity process once and for all.

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