Half the Customers, Record Growth: Why We Started Turning Away Inbound Leads

Generating plenty of inbound leads but not seeing pipeline turn into revenue? The issue may sit further upstream than your sales team. In this solo episode, Amanda McGrath, Blend's Director of Growth Consulting, shares what she learned moving from customer success into new business sales, and what it revealed about lead quality, ICP and the link between marketing and sales. With up to 12 new inbound enquiries a week, opportunities stacked up and it became hard to spot the best fit leads. The fix was hard triage: ruling out poor fit enquiries before discovery calls even happen. Amanda explains why win rate is a downstream symptom of positioning and ICP decisions, and how redefining Blend's ICP around private equity backed businesses improved both triage and the quality of sales conversations. She also covers why the service instinct to say yes to every brief can backfire in sales, and why expertise is what prospects really buy. A useful listen for marketing managers who want their demand generation to create better fit pipeline, not just more leads, and a clearer view of what happens after the handover to sales. Click here to get your free AEO visibility audit Click here to subscribe to the new Demand Decoded YouTube channel. Click here to see how we can help you drive demand for your business.