Graduating from the minimum viable product, we hired a development team to go world-class. Meanwhile, the original freelancer stole our code, copied our website verbatim, and tried to compete against us. He failed miserably.
It helped me discover our ‘secret sauce.’ We had a product-founder fit. My background in sales and marketing and obsession with optimization was the DNA behind our ideas. I appreciated value of an inbound lead having grown up in sales doing cold calling.
The challenge was to figure out how to tailor the application to the business processes of each client, integrate various lead sources, and turn the call results and business intelligence. Then turn that data into meaningful and actionable reports. We also had to automate persistent reattempts and queue up leads that arrived after hours for a call the next business day.
This meant transforming traditional lead distribution. Instead of pre-assigning leads to reps, we engaged the entire sales staff to connect with leads. A lead has little value unless it results in a conversation with a rep. Speedy response and optimum persistence was essential to accomplish our goal.