"We Need More Leads" Is Often a Symptom, Not the Problem

One of the most common things I hear from early-stage founders is:

 “We need more leads.” Sometimes that’s true. But more often, it’s a symptom—not the underlying problem.

What’s usually happening is this: interest is coming in, demos are getting booked, and there’s activity that feels good. The demo happens and you feel good about it. Something appears to be working.

And yet, nothing closes.

Prospects go quiet. Follow-ups stretch into days or you get radio silence. Deals that felt promising stall out or disappear.  It’s frustrating and confusing. 

Here’s my take.  You don’t have a lead volume problem.

 It’s a lead quality problem.