Charlene “Ignites” DeCesare

Why Leads Go Into a Blackhole and What to Do About It

One of the biggest complaints from marketing is that they spend so much time, money, and effort to bring in leads, but then sales drops the ball. When marketing effort doesn’t lead to sales revenue, everyone points the finger back to marketing. Instead, marketing can do a few things to better enable sales and set everyone up to win (including the potential customers!) This talk is about the ideal mindset, message, and method at the intersection of sales and marketing.

You’ve done the work on the marketing side and you’re getting good leads, but somehow all that work isn’t converting to revenue. In some cases, prospects don’t even respond to your helpful replies to their inquiries. In other cases, you have (what you believe is) a great meeting, but then the prospect goes into a “black hole.”

Why does this happen, and more importantly, what can you do about it?

Take Away

  • The one mindset shift needed if you don’t want your prospects to “ghost” you.
  • How you can rewrite your email and voicemail scripts to be both credible and authentic.
  • How to create or adjust your sales process to scale your business while never allowing prospects or clients to feel “processed.

About Charlene

Charlene “Ignites” DeCesare has been a trusted advisor to executives and organizations around the world for more than two decades. As CEO of Charlene Ignites, LLC and Founder of Firewalk Sales, she specializes in helping smart, ambitious business builders accelerate growth at the intersection of sales and marketing. Previously, Charlene co-founded a fast-growing technology startup, and led Global Strategic Account Sales for more than a decade at Gartner, Inc.

Charlene has a B.S. in Communications from Emerson College and an M.B.A. in Sales & Marketing from Rivier University. She is a Professional Member of the National Speakers Association, a Brain-Based Success Coach, and a Certified Sales Leader (CSL). Charlene is also the author of the #1 Amazon Best Seller, The Email Cemetery – Where Bad Sales Emails Go to Die & How to Resuscitate Yours.