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The gap between marketing and sales is rarely about the people — it's about misaligned definitions, unclear handoff points, and conflicting metrics. Here's how to fix it.
Define what "qualified" actually means — and get marketing and sales to agree on it.
Understand the true cost per acquisition and which channels actually drive revenue.
Build a scoring system that both teams trust and use consistently.
Map the complete RevOps framework that connects all revenue teams.
Design a sales process that marketing understands and feeds into.
What breaks between marketing and sales, and how to close each gap.
Diagnose broken SDR-to-AE handoffs with a RevOps checklist. Spot timing, context, and criteria gaps costing you pipeline. Run your audit in a day.
Your Marketing team is generating 500 MQLs per month. Sales says only 100 are actually qualified.
In the past five years, SaaS companies have seen an entirely new role emerge at the intersection of sales, marketing, and engineering.
You have a lead routing system. It's supposed to distribute leads fairly across your sales team.
Get marketing and sales on the same page with one process, one system, one source of truth.
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