When I was an SDR at RD Station, I lived every day in the chaos of a disconnected operation: marketing generated leads in RD Station, sales were handled in Pipedrive, calls went through one tool, calendars through another, and emails were sent from a fourth platform. The result? Lost time, fragmented data, and complete misalignment between teams.
Facing that reality was one of the reasons I later decided to found Dig RevOps: to build smarter, more connected, and more efficient operations.
Warning signs that Marketing and Sales are out of sync
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Sales complains about lead quality.
The commercial team feels they’re talking to people without fit, maturity, or real buying intent. Conversion falls and motivation drops. -
Marketing insists they generate good leads, but they don’t become customers.
Leads engage with content but don’t move forward in the funnel. Marketing hits volume targets but doesn’t understand why those leads stall. -
Each team has different goals.
Marketing tracks MQLs, Sales tracks revenue. Each runs with its own objective, with no shared accountability. -
There’s no clear SLA between teams.
Without defined responsibilities or timelines, each side believes they’ve done their part — and the blame always falls on the other. -
Meetings between teams are rare or nonexistent.
There’s no regular space for joint analysis. Without feedback exchange, the process doesn’t evolve, and mistakes repeat. -
Teams use different tools and data.
Marketing looks at one system, Sales at another. There’s no single source of truth — which makes data irrelevant.
Why this slows growth
Without integration, there’s no scale.
Even if you generate a high volume of leads or have great salespeople, these problems emerge:
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Leads get lost due to slow or uncoordinated follow-up.
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Sales cycles become longer and more expensive.
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Teams fail to learn from their own data.
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Customers perceive inconsistency and drop out of the process.
According to HubSpot’s State of Inbound, companies that align marketing and sales are up to 67% more likely to close deals than those stuck in constant misalignment.
What changes when real alignment happens?
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Lower CAC
With clear processes and focus on the right leads, waste is reduced and acquisition costs go down. -
Higher MQL-to-SQL conversion
Qualified leads arrive better prepared for sales conversations — with context and real interest. -
Shorter sales cycles
Alignment accelerates stage transitions and speeds up time-to-close. -
A smoother customer experience
Customers feel consistency across the entire journey — from the campaign to the proposal.
Where RevOps fits into this
Revenue Operations (RevOps) integrates teams, data, and processes to ensure predictable growth. It’s not just about aligning Marketing and Sales, but about building one single revenue engine — with shared goals, full visibility of the customer journey, and data-driven decisions.
At Dig RevOps, we start where it makes the most sense: with a technical CRM audit. That’s where we uncover the bottlenecks holding your operation back.
Want to discover what’s blocking your growth?
At Dig RevOps we offer free CRM audits for B2B companies looking for predictable growth.
This conversation is practical, technical, and tailored to your business.
