Why Are My Marketing Leads Closing Higher Than My Tech Leads?

If your marketing leads are closing at a higher rate than your tech-generated leads, something is off—and it’s worth addressing.

In today’s Question of the Day, I explain why this metric is typically backwards and why tech leads should be your highest-closing opportunities.

In this episode, we cover:

• Why tech leads usually carry more trust and urgency
• Common reasons marketing leads may be outperforming them
• Internal and external areas to examine without defaulting to excuses
• Why the real leverage comes from focusing on controllables, not blaming lead sources

If you want healthier close rates and better use of the opportunities already in your system, this episode will help you reset where the focus belongs.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

How Much Should You Talk on a Call?

Talk too much and you lose the customer. Talk too little and you lose control of the call.

In today’s Question of the Day, I break down why both extremes hurt your results and how to find the “just right” balance using real AI-driven call data.

In this episode, we cover:

• The hidden negatives of over-talking
• The risks of under-talking and disengaging the customer
• What the data says is the optimal talk-time balance
• Why the goal isn’t to be the hero of the call—but to make the customer the hero of the story

If you’ve ever wondered whether you’re talking too much, not enough, or at the wrong time, this episode gives you a clear, practical way to self-correct.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com

“We Train Every Week—Why Aren’t We Seeing Adoption in the Field?”

Training isn’t the problem. Adoption is.

In today’s Question of the Day, I dig into one of the most common frustrations I hear from owners and sales leaders: “We train consistently, but nothing is changing in the field.”

In this episode, I cover:

• My own experiences with training that didn’t translate into behavior change
• A long-term case study on real adoption coming out of Objection Bootcamp
• Three key areas leaders must get right if they want training to actually show up on calls and in homes

If your team shows up to training but reverts to old habits in the field, this episode will help you diagnose what’s missing—and how to fix it.

Have a Question? - Submit your questions to chrish@nexstarnetwork.com