@russellruffino: Close rate is the number most likely to be misread, which is why it deserves attention rather than a glance. A rate can rise because the offer improved, or because somebody filtered the calendar down to the easiest buyers. It can fall because the market shifted, because a new rep is ramping, or because the traffic got colder after a budget increase. So the total tells you very little on its own. Split it. By source, because paid, referral and organic buy at different rates. By rep, because averages hide the best and worst. By awareness, because the same offer converts one way on people who know you and another way on strangers. The splits are where the decision lives. The average just tells you something changed. #salesteam #highticketsales #founders #scalingup #coachingbusiness #clientacquisition #womenentrepreneurs

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