At Sales Hatch, we partner with founders and growth teams who want more qualified meetings—without bloated teams or misfired campaigns. One of the most common roadblocks we see? Sales and marketing operating in silos.
When these two teams aren’t in sync, leads fall through the cracks, messaging gets diluted, and finger-pointing replaces collaboration. But when they do align? Pipeline surges.
Here’s how to make that alignment happen:
It’s not “marketing’s job to generate leads” and “sales’ job to close them.” It’s everyone’s job to drive revenue. Start by creating a single, shared goal—like $2M in net-new pipeline or 200 qualified demos per quarter. This breaks down walls and encourages real teamwork.
If marketing is targeting enterprise buyers and sales is chasing mid-market accounts, you're wasting time and money. Sit down and define one, crystal-clear ICP—based on the accounts that actually convert and stick around.
Ask:
Marketing can’t write effective campaigns without sales input. Likewise, sales can’t succeed with outdated or generic assets. Schedule recurring collaboration sessions:
Vague phrases like “MQL” or “sales-ready” cause friction. Define concrete, measurable handoff criteria:
And when leads don’t meet those standards, don’t just toss them back—collaborate on how to warm them up.
Post-demo, post-pitch, post-close—sales should report back on lead quality. Which sources convert best? Which offers draw the right personas? This helps marketing double down on what works and ditch what doesn’t.
When sales and marketing align around shared goals, unified messaging, and a common customer profile, your entire funnel gets sharper. Leads get qualified faster, close rates improve, and finger-pointing becomes high-fiving.
Want a team that can help drive more alignment and more meetings? Let’s talk.
