The SaaS sales and marketing disconnect is a well-worn story. Marketing pours resources into “personalization,” crafting hyper-targeted campaigns. Sales, meanwhile, complains about a deluge of irrelevant leads. This isn’t just friction; it’s a fundamental misunderstanding of how modern SaaS buyers actually buy. We’re told buyers crave tailored experiences. But what if the relentless pursuit of […]...

In the world of B2B SaaS, the Marketing Qualified Lead (MQL) is a cornerstone. It’s the lifeblood of sales, the promise of revenue. But the relentless pursuit of MQLs has created a dangerous side effect: a widespread erosion of trust. Sellers chase signals, buyers become wary, and deals stall before they even begin. Let’s dissect […]...

In the world of B2B SaaS, the Marketing Qualified Lead (MQL) is a cornerstone. It’s the lifeblood of sales, the promise of revenue. But the relentless pursuit of MQLs has created a dangerous side effect: a widespread erosion of trust. Sellers chase signals, buyers become wary, and deals stall before they even begin. Let’s dissect […]...

We’ve all seen it: a flurry of marketing activity generates a mountain of leads. Then, a disappointing number convert to sales opportunities. More often than not, the finger-pointing begins. Marketing blames sales. Sales blames the leads. But from a RevOps perspective, the core problem often lies in how sales perceives and interacts with leads, especially […]...

The modern SaaS buying journey is a labyrinth. Buyers are empowered, researching independently, and building consensus internally long before they deign to speak with a salesperson. Meanwhile, sales teams are perpetually under pressure, incentivized to chase the low-hanging fruit: leads that seem ready to buy, yesterday. This creates a dangerous paradox where potentially high-value leads […]...

The modern SaaS buyer is a wily creature. They research independently, gather internal consensus, and only engage when they’ve decided it’s worth their time. Meanwhile, sales teams are sprinting to quota, prioritizing deals that look “ready.” This creates a fundamental execution gap in Account-Based Marketing (ABM): sales often ignores promising leads because the story is […]...

We’re all chasing the same phantom: the perfectly qualified lead. The one who’s downloaded a whitepaper, attended a webinar, and – ideally – explicitly requested a demo. But in the B2B SaaS world, that’s often a mirage. We’re flooded with intent signals, yet struggling to convert. Why? Because we’re mistaking activity for action, and missing […]...

We’re constantly told to chase intent. Look for the signals – the downloads, the website visits, the content consumption – and strike while the iron’s hot. But in the B2B SaaS world, where deals are complex and buyers are savvy, this approach often leads to wasted effort, frustrated sales teams, and ultimately, missed revenue targets. […]...

We’re all chasing the same thing: a predictable pipeline. As a sales leader, I live and breathe it. We need conversations, demos, and closed deals. But the modern SaaS buyer isn’t making it easy. They’re researching independently, building consensus internally, and often, only engaging with vendors when absolutely necessary. Meanwhile, our sales teams are under […]...

We all chase the mythical “ready now” buyer. They’re the ones seemingly primed to purchase, exhibiting telltale intent signals that light up our dashboards. But in the B2B SaaS world, are we mistaking motion for progress? Too often, we are. The Siren Song of Uncontextualized Intent As sales leaders, we live and die by our […]...