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Your pipeline isn’t dry because the market is empty—it’s dry because your system is leaking. We unpack the “deals drought” that happens when marketing celebrates MQL volume while sales dismisses leads as tire kickers, and we show how to turn two siloed teams into one revenue engine. From the first spark of interest to a signed contract, we walk through the moments where handoffs fail, definitions diverge, and data goes stale—and how to rebuild the journey so buyers experience one coherent conversation.
We get specific about roles and the feedback loop that actually moves numbers. Marketing warms prospects with education and relevance; sales brings frontline truth about objections, competitors, and which assets matter. The hinge is the handoff. Shared definitions for MQL and SQL, stage clarity in the CRM, and predictive lead scoring stop deals from dying mid-funnel. We highlight the operational wins you can bank immediately: no duplicate outreach, cleaner data, faster cycles, and a buyer experience that feels timely and personal rather than random and repetitive.
Then we tackle the hard part—money and metrics. Misaligned incentives engineer conflict, so leadership must shift compensation toward joint outcomes. We break down three practical steps: a collaborative audit of your scoring, stage definitions, and content usage; weekly smarting sessions that fuse field intel with campaign decisions; and shared KPIs like lead-to-customer ratio and funnel velocity that both teams own. Finally, we pose the question that decides whether alignment sticks: do you have the tech and RevOps muscle to execute at the speed of change? If you’re ready to replace finger-pointing with compounding growth, this playbook shows where to start and how to keep it tight.
If this resonates, follow the show, share it with a teammate in sales or marketing, and leave a quick review telling us where your handoff breaks—we’ll tackle it in a future episode.