Do you want to kick it off and give us number one?

Yeah, for sure.

So the first thing that I would say, there are many ways to build sales and marketing alignment, but I think three great places to start, well, three things that I've seen move the needle the most or quickest.

The first is get buy-in from the sales leader for you to create one simple mandatory field in the sales CRM.

That field has five, six different reasons for rejection.

So if you are providing your sales team with a marketing lead and they are rejecting it, it means that they can no longer reject it without putting it into one of these five or six different buckets.

Those five or six different buckets should represent the most common reasons you suspect for rejection.

Tell me about it.

What do you think are those main data points and signals, like the key things that we really, really do want sales to be gathering to go to marketing to try and address where things are falling through on that side?

I think where I see the most common cause of what I'd call lead leakage, which is this, this leakage of data that kind of just falls out the funnel and ends up in no man's land.

One of the key causes of that is either unidentified, so it's salespeople don't believe that that contact is ready to talk to them, or, um, they're unable to make connection with them through multiple channels, or they're getting kind of pushback to marketing, but without that justification and that reason.

So the first thing I would recommend to a business and for marketing to take control of, 'cause often this happens in my experience because sales are working in one CRM, marketing are working in another CRM or a marketing automation systems, whatever you wanna call them.

Take Salesforce and HubSpot by way of example, and the communication between the two platforms is great because, you know, leads hit a certain score, they trip over to sales, sales get notified.

Sales reject the lead, and then sometimes they just sit in this in between-ness space, and they maybe go back into the CRM system, the HubSpot system, and maybe go on a workflow or a nurture.

But no one is really taking ownership of that drop-off, and we look at the statistics, I think it's something like, uh, it's the 95/5 rule, so only 5% of your total addressable market is actually in market to buy at one given time.

What are your views on that in terms of the, the tools that teams often talk about, like Gong versus sitting in on calls and maybe slapping AI into this and just using AI to review call transcripts to try and come up with the words that they use and how to construct these campaigns? Do you have any views on that in terms of those methods, techniques, tools, what works?