I was talking with the VP sales with a prospect recently, asking how they managed their funnel. His answer struck me as I realized that his thought process is both very common, and a core reason for the lack of alignment between sales and marketing, as well as a major barrier to creating predictable, sustainable and scalable sales growth. His response to me was, “It depends which funnel you’re talking about.” He then went on to explain how they viewed their “marketing” funnel and their “sales”...
