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A marketing program forteams facing
Marketing and Sales are supposed to grow together. Are they still pulling in different directions?
Usually yes. Marketing counts leads, Sales counts the ones it wanted, and the quarterly review is an argument about the gap. This program aligns what your marketers and reps know, believe and do with a lead for your offer, in four one-hour team sessions.
Make it for your team
Execution readinessExample scores for a team like yours. Add your website to estimate your own. Measured once your team plays. Ready at 80.
Where it usually breaks35Today81/ 100After the 4 team sessions
Ready to executeShared knowledgeHigh riskFive definitions of a good lead, none written down
Shared convictionHigh riskEach side believes the other is wasting its work
Shared practiceHigh riskThe same lead is chased by one team and dropped by the other
4 sessions~50 min each8–12 people per teamNo facilitatorThe gap
What you'd typically hear if five of your marketers answered alone.
SESSION 1 · FILL THE GAPSAnswered alone
Finish the sentence: a lead is ready for Sales when…MMira…they downloaded something and gave us an email.
JJonas…they fit the profile, have a need and said when.
AAylin…Marketing says so.
TTomas…Sales has time for it.
RRosa…honestly, we don't agree on that.
What it costs you if nobody notices
Shared knowledgeThe same word, two meaningsWhen "qualified" means a form to Marketing and a budget to Sales, every handoff starts with a complaint.
Shared convictionEach side blames the otherMarketing believes Sales ignores its leads; Sales believes Marketing sends noise. Both act on it, and the client waits.
Shared practiceLeads fall between the teamsA lead nobody owns is followed up twice or never, and the pipeline you report is not the one that closes.
The program that closes the gap
Four one-hour sessions. Your marketers and reps, one definition of a good lead, one handoff.
Session
Shared knowledgeShared convictionShared practice
S1Know what a good lead isAgrees the definition, the stages and who owns a lead at each one.
Shared knowledge1Agree one shared definition of a good lead2Agree the exact facts that make a lead ready to pass from…Shared conviction3Decide the lead definition as the CMO wouldShared practice4Practise sorting real lead situations into the right next…5Rehearse the moment a lead lands and agree who does what
DemoS2Believe in the same funnelShows you whether each side believes the other's work matters, and what would change that.
Shared knowledge1Quiz each other on when a lead truly counts as sales readyShared conviction2Agree what it actually costs when Marketing3Decide as the CMO whether Sales deserves more leadsShared practice4Sort real handoff situations into the one response each…5Rehearse the moment a hot lead shows up with mismatched…
DemoS3Judge the same leadsSorts the same real leads alone, sees where Marketing and Sales disagree, and aligns.
Shared knowledge1Quiz alone, then align as a teamShared conviction2Decide which leads are Sales readyShared practice3Sort the same four leads alone4Rank the lead qualification steps in the order you'd…
DemoS4Hand it over the same wayPractises the handoff: what travels with the lead, what Sales does first, what comes back.
Shared knowledge1Quiz each other on what must travel with a lead at handoffShared conviction2Decide the handoff rule yourselvesShared practice3Agree and rehearse the one correct order for handing a…4Rehearse the exact handoff moment
DemoPlay it yourself · a short demo · one exercise from session 3 · Sort the Situations
Alone first. Then the team agrees on one answer.
This is a taste, not the whole session. “Judge the same leads” runs 4 exercises with your own team, on a call or in a room. Here is one of them, on the real screens, played with four AI teammates, so you can feel how a session works.
Judge the same leads · Sort the Situations00:00MJLSYouSort the same four leads alone, then agree with your team where each one really belongsOn screen: Sort each of the 4 leads into its correct bucket alone
You are playing with 4 AI teammates. Every screen opens on its briefing: read it, then tap I’m ready.
Readiness intelligence · what you'll see as teams play
Know whether your marketers and reps judge the same lead the same way, and where you should step in, before the next quarterly review.
Your company › Readiness intelligence › Marketing and SalesMarketing and Sales judge a lead the same way, and hand it over the same way
Readiness index81%Ready+46 pts25% participation + 25% progress + 50% alignment · Ready at 80
Shared knowledge48 → 88Shared conviction37 → 71Shared practice44 → 80
Participation94%19 of 20 people played at least once
Progress75%3 of 4 planned sessions completed
Alignment41% →78%62 of 80 points aligned
Failed alignment pointsWhere you should step in
Which leads go to SalesNot aligned in 15 of 40 playsShared knowledgeYour demand generation team and the mid-market reps · 30 people
Does the other team's work make mine easier?"Not yet, we still have concerns" in 2 playsShared convictionYour enterprise reps · 12 people
Your marketers and reps could play this next week. Add your website to make it yours.
- 01 · 5 minConfirm the assumptionsCheck what we inferred about you and edit any text in place. Your edits are locked.
- 02 · 1 link per teamInvite your teamAny browser, any device. No account, nothing to install.
- 03 · after each playWatch readiness fill inYou see who played, what they agreed, and where to follow up.
Used by teams at
Free until you play live · ISO 27001 · EU data
Free until you play live · ISO 27001 · EU data