From Engagement to Revenue: Solutioning the Marketing-Sales Disconnect
B2B buyers don’t move the way our funnels say they do — and the disconnect between marketing-signals and sales-action keeps growing.
In this workshop, we’ll break down today’s B2B buyer reality based on our latest market research, and work through how to operationalize it inside your own revenue processes. You’ll learn how to align on shared definitions, use engagement scoring more effectively, build stronger SDR partnerships, and turn contact-level signals into meaningful lead alerts. Through practical frameworks and real case studies, you’ll leave with a clear approach to scaling processes that support sales, reflect how modern buyers actually behave, and drive more sustainable ROI — plus a preview of how AI is evolving to support this shift.
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