Episode 537: From Lead to Sale: Proven Strategies to Shorten Sales Cycles

Welcome to a new episode of Business Lunch with Roland Frasier and Ryan Deiss! In today’s episode, we dive deep into the critical challenges of lead conversion, exploring how businesses can shorten sales cycles and improve conversion rates. Roland and Ryan share their latest insights and strategies, focusing on the power of pillar content and effective follow-up techniques. They discuss real-world data and experiences, revealing what works and what doesn’t in today’s competitive market. Whether you’re in B2B or B2C, selling products or services.


“The faster we followed up, the less it made a difference; it’s the quality of engagement that counts.”

“Differentiation is key – without a compelling offer, you’re just another option on a crowded shelf.”

“What is the one piece of content that you wish everyone would see before making a decision? That’s your pillar content.”

“We found that the ungated content on YouTube drove more qualified leads than traditional methods.”


  • 00:00 – The Challenge of Differentiation
  • 01:13 – Welcome and Introductions
  • 04:45 – Achieving Top 200 Podcast Status
  • 05:50 – Slow Growth and Sales Data Insights
  • 10:00 – Consumer Skepticism and Marketing Claims
  • 17:28 – Testing Speed to Lead and Volume
  • 20:00 – Importance of Pillar Content
  • 28:27 – Step-by-Step Implementation
  • 34:32 – Optimizing Lead Follow-Up
  • 39:57 – Final Thoughts and Call to Action

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