Why More Leads Don’t Increase Revenue With Mark Osborne

Описание: Why more leads don’t increase revenue is a question most founders never stop to ask. But it keeps us all up at night! If you keep chasing more leads but profit isn’t improving, this episode explains why.

Loralyn Mears, PhD, aka “Dr. LL,” brings you thoughtful conversations with entrepreneurs and small business leaders navigating visibility, leadership, and growth. Thank you for being here.

Overview
You hit a revenue wall. So you hire a salesperson. Or an agency. Or you increase ad spend. But growth still feels touch & go. Clients negotiate harder. Margins shrink. Teams burn out. Something is off.

The problem may be lead quality, positioning clarity, and/or the absence of systems that filter the right buyers from the wrong ones.

👤 Guest
Mark Osborne
Founder, Modern Revenue Strategies
Certified Exit Planner | Author of Are Your Leads Killing Your Business?

⚠️ Core Problems Discussed
• Chasing lead volume instead of lead quality
• Treating all prospects equally in the sales process
• Building revenue without building enterprise value

🧠 The Bigger Pattern Dr. LL Sees
Invisibility Pattern: Revenue Illusion
Businesses mistake activity for traction. They look busy, booked, and growing, but their systems are not aligned to attract and retain their highest-value clients. Visibility without selectivity creates slow erosion instead of scalable growth.

🥡 Practical Takeaways
• Identify your “onlyness” before scaling lead generation
• Build attraction, acceleration, and activation systems — not isolated tactics
• Focus on renewals, referrals, and expansion revenue, not just first sales

⏱️ Timestamps
00:04 Why “more leads” can backfire
06:00 The 3 types of killer clients
17:00 Building recurring revenue from one-time services
23:00 The 3 interlocking revenue systems
26:30 Product-market fit vs go-to-market fit

🔖 Who This Episode Is For
• Founders stuck at a revenue ceiling
• Coaches and consultants scaling service businesses
• Entrepreneurs thinking about exit or enterprise value



✅ Subscribe for weekly conversations on entrepreneurship
🔁 Share this episode with someone who needs to be heard

Follow STEERus on social media:
YouTube:    / @drllsmallbusiness  
Instagram:   / steerus  
Facebook:   / steerus  
LinkedIn:   / steerus  

#sales #smallbusiness #LeadGeneration #Business
#Entrepreneurship