In a recent LinkedIn post, jessie van breugel shares a strategic framework for identifying and addressing bottlenecks in the revenue generation process. Van Breugel emphasizes the importance of diagnosing issues at their root cause rather than making broad changes to acquisition strategies when the problem lies further down the sales funnel.
Van Breugel outlines a critical chain of events that leads to revenue, starting with qualified impressions and culminating in closes. The core of the argument is to avoid misdiagnosing the entire system based solely on the final outcome. Instead, businesses should pinpoint the first stage where qualified prospects begin to drop off.
“So don’t diagnose the entire system from the number at the end. Find the first place qualified people disappear:”
Pinpointing the First Leak in the Revenue Chain
Van Breugel breaks down the revenue chain into five key stages, providing a clear diagnostic path:
1. Insufficient Qualified Impressions
If a business isn’t generating enough qualified impressions, Van Breugel suggests the primary area to examine is the content itself. This includes the topics chosen, the effectiveness of hooks, and the suitability of formats for reaching and engaging the target audience.
2. Low Profile Visits Despite Impressions
When posts garner impressions but fail to drive profile visits, Van Breugel points to a lack of curiosity. The content, in this scenario, isn’t compelling enough to make viewers want to learn more about the individual or company behind it.
3. Few Leads from Profile Visits
A significant drop-off between profile visits and lead generation indicates issues with positioning, according to Van Breugel. The profile may not clearly articulate the target audience, the desired outcome for clients, the credibility of the service provider, or the necessary next steps for engagement.
“Check your positioning. Your profile doesn’t make the audience, outcome, credibility, and next step obvious enough.”
4. Lack of Next Steps After Lead Generation
If leads are generated but fail to progress, Van Breugel identifies a nurturing problem. The follow-up communication must sustain the initial promise that attracted the prospect and provide ongoing reasons for them to remain engaged.
5. Low Offer Closes
When offers are made but not enough result in closes, Van Breugel advises a deep dive into the offer itself and the sales process. This involves scrutinizing sales transcripts to identify patterns related to unclear outcomes, insufficient proof, lack of trust, or pricing issues.
“Why are people saying no? Unclear outcome? Not enough proof? Lack of trust? Price?”
The Importance of Incremental Fixes
A crucial piece of advice from Van Breugel is to avoid changing multiple elements of the sales process simultaneously. This haphazard approach makes it impossible to determine which specific changes were effective. Instead, Van Breugel advocates for a focused, iterative approach.
“If you change all 5 at once, you’ll have no idea what actually fixed the problem. Fix the first leak. Then measure what happens downstream.”
By systematically identifying and addressing the first point of leakage in the revenue chain, businesses can more effectively optimize their processes and drive sustainable growth, as highlighted in Van Breugel’s insightful post.
📝 About This Content
This article is based on insights shared by jessie van breugel on LinkedIn.
📅 Originally posted on September 4, 2026 | View original post on LinkedIn →