Maybe it's hiring three more reps to hit quota next quarter.

Maybe it's increasing your marketing budget for more leads because pipeline is thin.

Both COULD feel like the obvious move. 

But, without the RIGHT data, it could be completely wrong.

And here's the thing… 

You won't know for another 6-9 months when the damage is already done.

Most B2B founders are operating in what I call "expensive bet mode."

When growth has plateaued and the pressure is mounting… 

It’s easy to look at your metrics and pull the most obvious lever available.

More leads… 

More reps… 

It's not that these are necessarily bad decisions, but the point is without an accurate diagnosis, you're essentially betting the company on a hunch.

It’s a gamble. 

And wrong bets compound fast.

Let me show you what I mean.

A client came to me last year doing about $10M annually. 

Growth had stalled and they were convinced the problem was lead volume.

They were about to hire two more reps and increase their marketing budget by 20%. 

Before they pulled the trigger, we did a revenue audit.

This literally only took me 3-4 hours before I found the REAL problem.

And as you can probably guess, it wasn’t a lead problem at all. 

It was a massive lead efficiency leak at one specific point in their sales process.

Their demo to close rate was 11%.

Every lead they were paying to acquire was getting torched because of a massive dropoff right before the second call. 

We made three easy changes and they went from 11% to 28% in four weeks.

No new hires and no additional marketing spend.

That's about $14.8 million annual impact from just diagnosing and fixing the real problem.

Now here's what would have happened if they'd made the "obvious" decision without diagnosing first:

They would have hired four more reps, increased ad spend, and generated more pipeline - all of which would have hit the same 11% conversion leak.

More volume into a broken sales process doesn't fix the sales process.

They would have burned through half a million dollars before realizing the new reps weren't the issue.

Then what? Blame the reps? Change the comp plan? Hire a VP of Sales to "fix it"?

That's another six months and another few hundred thousand down the drain.

All because they skipped the diagnosis and went straight to treatment.

If you misdiagnose, you mistreat. 

If a doctor did that, they’d get sued for medical malpractice, but founders and CROs do this all the time. 

Look, I get it… 

When revenue isn't growing fast enough, the pressure to DO something is intense.

Boards are asking questions. 

Investors are getting nervous. 

Your team is looking to you for answers.

The temptation is to pull the biggest, most visible lever you can find.

But after building and scaling revenue teams over and over, I see patterns first hand. 

And almost every time, I find the reason you're stuck isn't because you're not doing enough… 

It's because you're solving the wrong problem.

And every decision you make without an accurate diagnosis is just another expensive gamble.

I've audited enough sales / revenue teams to see the pattern.

Most revenue problems aren't what they appear to be on the surface.

It’s hard to see these things from inside the business. 

You're too close. 

You're in the weeds.

That's not a failure on your part - it's just reality.

You can't read the label from inside the bottle.

Here's what a proper revenue audit does:

It removes the guesswork.

We run a two phase diagnostic process… 

1- Quantitative analysis to find WHERE the problem is

2- Qualitative analysis to find out WHY it exists and WHAT to do about it

Most of the time, the constraint is something you can fix in 3-4 weeks without adding headcount or marketing budget.

And once you fix the actual constraint, every dollar you invest after that works exponentially harder.

When my client went from 11% to 28% conversion, their marketing dollars started working 3x harder overnight.

Same ad spend and same team. 

But now they had maximized lead efficiency by almost 300%.

That's the difference between guessing and knowing.

Now, let me ask you something… 

What decision are you about to make?

Are you about to hire more reps? Increase marketing budget? Change your comp plan? Bring in a VP of Sales?

Before you do, ask yourself this… 

Do you know - with 100% certainty - that's the actual constraint in your business?

Or are you gambling?

Because if you're gambling, you're about to make a very expensive bet.

And if you're wrong, it's going to cost you 6-9 months and hundreds of thousands of dollars at least to figure that out.

Not to mention the opportunity cost, lost time, etc. 

Here's the alternative… 

Spend just 90-180 minutes on a proper diagnosis. 

Find the REAL constraint, the actual problem, and fix it. 

Then scale with confidence knowing your system is dialed in.

If you’d rather clear the fog and get clarity… 

I do these revenue audits for a handful of companies each quarter.

If you're sitting on a decision right now and want to eliminate the guesswork before you pull the trigger, Apply For Your Revenue Audit Here

Either way, just make sure you're solving the right problem.

Because the cost of guessing wrong is too high.

Stay steady,

P.S.
In the last 12 months alone, I've found revenue leaks ranging from $800k to $18M for clients. The average audit only takes 3 maybe 4hrs on my part (this is completely independent of your time) and pays for itself within 30 days… 

Candidly, not everyone needs an audit. If you're pre-product / market fit or under $5M ARR, you probably just need reps and more at bats. But if you’re past that threshold and growth has plateaued despite solid efforts…

That's the signal you need a real diagnosis. Regardless of which way your business might fall, Apply For Your Revenue Audit Here 👇🏼

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📊 Book a revenue audit: https://newell.io/audit/
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