Sales
The Go-Giver
Bob Burg & John David Mann
A short story on why giving first is a real growth strategy.
Recommended for: We Don't Have Enough Qualified Leads
All Challenges
Marketing
We Don't Have Enough Qualified Leads
More leads isn't always the answer — better leads are. Define your ideal customer.
The Challenge
More leads isn't always the answer — better leads are. Define your ideal customer.
Why This Happens
- Marketing to everyone
- No clear ideal customer
- Not tracking where leads come from
Questions to Ask Yourself
- 1.Who are your best customers?
- 2.Where did they come from?
- 3.What problem do they have?
- 4.How many leads turn into work?
What to Do First
1
Write your Ideal Customer Profile.
2
List where those customers can be reached.
3
Contact five of them this week.
Step-by-Step Solution
- 1
Separate lead quantity from lead quality.
- 2
Define your ideal customer.
- 3
Find where they gather.
- 4
Create one consistent outreach channel.
- 5
Track leads by source.
Three Levels of Solutions
Quick Win
Do this today
Describe your three best customers in one paragraph each.
Build the System
Next 30 days
Complete an Ideal Customer Profile and focus outreach on it.
Long-Term Transformation
Where you're headed
A steady flow of the right customers.
Lessons From the Pass It On Library
From The Go-Giver
Serve the people you're best equipped to help.
Framework: Give Value First
From Fix This Next
Sales is the foundation.
Framework: Business Priority Pyramid: Sales → Profit → Order → Impact → Legacy
Pass It On Action
Complete your Ideal Customer Profile.
Practical Tool
Ideal Customer Profile
Fill it in here, then download or print. Your answers stay on your device.
Your Action Plans
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7-Day Action Plan
- Day 1 — Identify the problem: write down exactly how “We Don't Have Enough Qualified Leads” shows up in your business.
- Day 2 — Review the numbers: gather the facts, figures, and examples connected to this challenge.
- Day 3 — Find the root cause: answer “Who are your best customers?”
- Day 4 — Choose one change: Write your Ideal Customer Profile.
- Day 5 — Assign responsibility: name ONE owner, a deadline, and the expected result.
- Day 6 — Implement: List where those customers can be reached.
- Day 7 — Review what happened: what worked, what didn’t, and what you’ll do next week.
30-Day Action Plan
Week 1 — Diagnose
- Answer: Who are your best customers?
- Answer: Where did they come from?
- Answer: What problem do they have?
- Complete the 7-Day Action Plan.
Week 2 — Build
- Complete an Ideal Customer Profile and focus outreach on it.
- Separate lead quantity from lead quality.
- Define your ideal customer.
- Find where they gather.
Week 3 — Implement
- Create one consistent outreach channel.
- Track leads by source.
- Train the people involved and assign owners.
Week 4 — Measure & Improve
- Compare results to where you started.
- Write one lesson learned.
- Adjust the process.
- Share what you learned with someone in the fellowship.
Biblical Principles
Wisdom for the journey — encouraging stewardship, integrity, and service, never a promise of guaranteed success.
#62 · Customers
Create genuine value
Philippians 2:4
#76 · Growth
Plant multiple seeds
Ecclesiastes 11:6
#95 · Partnership
Choose relationships carefully
1 Corinthians 15:33
Related Challenges
Recommended Books
Approved Bookshelf resources related to this challenge.
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Challenge → Diagnose → Prioritize → Learn → Take Action → Measure → Improve → Help Someone Else
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