The 3 Most Common Lead Gen Mistakes Made (and how to fix them)

Join Ryan for the second part of his conversation with Matt Wolach, the CEO ofย  XSellus, on the topic of lead generation in today’s business landscape. Wolach shared his expertise on some common mistakes that companies make and discusses the importance of understanding your ideal customer profile and the most effective strategies for generating leads across various platforms.

๐Ÿ” Understanding your Ideal Customer Profile (ICP) is key to successful lead generation. Knowing exactly who you are targeting and what resonates with them is vital.

๐Ÿ›‘ Don’t give up too soon. Successful lead gen strategies take time and persistence. Building an online presence and attracting the right audience is a long-term commitment.

๐Ÿš€ Tailor your lead gen strategies to fit your deal size and market. Automated approaches work for lower deal sizes, while personalized, targeted efforts are crucial for larger deals.

Tune in to the full episode to gain more insights on lead gen and its impact on your business growth.

Find out more about Matt Wolach on LinkedIn or visit his website,, for free giveaways and valuable resources.

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  • Understanding your ideal customer profile (ICP) is crucial for effective lead generation, marketing, and sales conversations.
  • Persistence and consistency are key when implementing lead generation strategies; many companies give up too soon without seeing results.
  • LinkedIn remains a powerful tool for B2B lead generation, but success requires time and effort to build a strong presence.
  • Identifying the right marketing channels for your business depends on factors such as your target market, industry, budget, and time constraints.
  • Deal size influences the approach to lead generation; smaller deals require automation and volume, while larger deals demand personalization.
  • SEO will continue to play a role in lead generation, but businesses must adapt to changes in technology and algorithms to stay ahead of the curve.
  • Utilizing AI and technology for content creation and lead generation requires a strategic approach to ensure quality and effectiveness.
  • The biggest mistake founders make in lead generation is implementing strategies that don’t align with their business’s stage, market, or resources.


“If we don’t know exactly the person that we’re trying to sell to in terms of lead gen market to, if we don’t understand what keeps them up at night, what they’re worried about, what they hate, what they love, what they’re trying to do, it’s going to be really hard to convince that person to take steps, to take action, to book a call.”

“Some of the things that we do in lead gen are going to be a much longer commitment than a few weeks or a month. And we need to stay with it.”

“We need to make sure that we’re identifying the three to five [marketing channels] for us that work really well for our industry, for our market, for our time allotment, for our budget and do that, because you’re not going to do all 18, but let’s do the ones that actually fit for us.”

“I think every SEO is always going to have a place. I mean, it’s people are always looking for. We’ve been trained for the last 20 years that if you have a problem, just look it up, figure it out.”

“Sometimes we hear, ‘Oh, I heard about this company that did this amazing thing. I’m going to start doing that.’ Well, that company is 10X your size or less than 10X lower than you, you know? So if you do the wrong thing at the wrong time, it’s not going to work.”

Ryan Staley

Founder and CEO

Whale Boss

Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: