Case Study: Lead Mapping

Leads are coming in, but nothing’s clicking. Sales and marketing feel disconnected. Sound familiar? Your leads aren’t the problem. Your lack of structure is.

In this episode of The Marketing Phoenix Podcast, host Melissa "Rogo" Rogozinski shares a powerful case study on lead mapping where a SaaS company went from a disorganized, fragmented database to a structured, high-performing lead pipeline.

What you’ll learn:

• Why disconnected sales and marketing tools create chaos instead of conversions?
• The importance of lead mapping in eliminating duplicates and tracking sources.
• How automated email workflows and strategic messaging transforms outreach.
• The ROI of structured processes: from messy databases to a 167,000-lead pipeline.
• How this structured approach led to an acquisition by a major industry player.

Tune in to learn how to fix the problem and turn your database into a scalable revenue engine!

Episode Notes​

• Standardizing lead capture across platforms (Salesforce, HubSpot, MailChimp) eliminated duplicates and clarified lead sources.
• Moving from aggressive, unfocused emails to personalized, problem-solving messaging dramatically improved engagement.
• Integrated workflows helped sales prioritize and qualify leads instead of chasing cold contacts.
• A structured CRM system streamlined workflows and made sales forecasting easier.
• Within two years, this structured approach scaled the business, resulting in a successful acquisition in 2022.

The Big Lesson: If your leads feel scattered, don’t overcomplicate it. Clean up your data, integrate your tools, and build a process that works.

Keywords

Lead mapping, lead generation, sales automation, CRM integration, marketing automation, SaaS growth strategies, email campaign optimization, sales enablement, lead qualification, B2B marketing, sales pipeline structure, inbound marketing, business acquisition, HubSpot, Salesforce, digital transformation, sales workflow optimization.

Episode Collateral

• Growth Services (Brochure): https://rpcgrowthstrategies.com/growth-services/
• Lead Mapping (Case Study):  https://rpcgrowthstrategies.com/wp-content/uploads/2024/05/lead-mapping.pdf

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