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Co-Founder and CEO of EchoSign from inception through tens of millions in cash-flow positive SaaS revenue and acquisition by Adobe Systems Inc. Jason then served as Vice President, Web Services at Adobe, where EchoSign was named the most successful acquisition of 2011-12, posting 199% YoY growth.

One response to “Lead Rich vs. Lead Poor Environments”

  1. Mike Raia

    I was just thinking through this issue. I’ve been in marketing in both environments, from 2000 leads/mo. to 30 leads/mo. One thing I absolutely agree with is how leads are treated by sales reps in each environment. The number of calls made, the creativity with pricing, the research prep, etc. all drop as the leads increase. How hard will you work a lead when another one (maybe a better one!) is coming soon? In my experience a little lead starvation periodically can help increase the sales metabolism. 🙂