Your Revenue Problem Isn't a Leads Problem
When revenue slows, almost every company reaches for the same lever: more leads, more marketing, more pressure on sales. Ellen Smolko says that is usually the wrong move. Most revenue problems are structural, and more activity does not fix them. It just exposes the gaps.
Ellen is the founder of Foresight Performance and the Marketing Medic. In this conversation with David Carr she unpacks revenue friction, the term she coined for anything that quietly slows a company's growth, and her rule: diagnose before you do.
She shows how founders misdiagnose a slowdown, blaming the pipeline, then…
The skinny
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