Great marketing. Broken pipeline. Fixed.
A practical guide, written for B2B marketing leaders who own the number.
It’s not bad marketing. It’s just marketing that isn’t connected to anything that closes. This guide covers the places where that disconnect happens. Then it gives you the steps to fix them without increasing budget.
Trusted by tech and software companies who have zero patience for leaky pipeline
Six reasons your pipeline isn't reflecting your effort
Each one is fixable. Most of them don't require more spend.
01
Your CRM is lying to you
Green dashboards and stalled pipeline aren't a contradiction. They're a sign that what you're measuring isn't what predicts revenue.
02
Your leads and your buyers aren't the same people
Form fills and MQLs measure engagement, not intent. If sales is ignoring what marketing sends over, the handoff criteria are wrong.
03
ABM for long sales cycles
When a single deal is worth six figures, spray-and-pray is just expensive. This section covers how to run ABM that moves accounts.
04
AI in your content: where it helps and where it costs
AI raises the floor on content quality but compresses the ceiling. If everyone's using the same tools with similar briefs, the outputs converge.
05
What intent signals are actually telling you
High intent scores are interesting data. Without an action logic behind them, they're not yet buying signals.
06
Content that moves pipeline, not just traffic
Your marketing is explaining the product. But is it explaining why a specific buyer with a specific problem should care right now?
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CMO, Managing Director EMEA & VP Business Development
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Senior Director of Marketing
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Former Global Community Manager
The ultimate guide to B2B software pipeline
Ten sections. Ten places where product company marketing breaks down. One framework for fixing it.
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