"All I hear is I need more sales, but we are covered on the marketing side." Yet, when I look closer, there are no case studies on your website, no alignment, and no comparison studies. I don’t need any comparison studies, they tell me. Are you the next Drift, Hubspot, Veeva, or Salesloft? I ask. Rarely, do I get a good response. This begs the question, where is your marketing, really? Let’s break this down. Firstly, the absence of case studies on your website is a major red flag. Case studies are not just stories; they are your battle scars and trophies presented to your potential clients.  They showcase your successes, and your approach to solving problems, and most importantly, they build credibility and trust. Without these, you're essentially asking clients to take a leap of faith. Why should they? You are working with ENTERPRISE. ENTERPRISE customers don’t trust no one. Secondly, the lack of alignment between sales and marketing is like having a rowing team where everyone is rowing in a different direction.  Sure, everyone is working hard, but the boat is going nowhere. Marketing and sales alignment is critical. Your marketing team needs to understand the pain points and challenges that the sales team faces and vice versa. This mutual understanding leads to a unified approach in messaging, lead qualification, and nurturing strategies. Coming to the support for your pipeline – if your leads are going cold, it's a sign that something is amiss in the nurturing process. Nurturing leads is crucial; it's about building relationships and trust over time. Are your salespeople equipped with the right tools and content to reach back to leads effectively? If someone says, "Let's do it in 6 months," what's your follow-up strategy?  Following up in 5 months with the same lead without talking in between, asking “Hey, how have you been?” but in fact meaning, I have waited enough, “Gimme your money, now”. Sounds more like a day robbery. My guess is – not much is being done. This is where the synergy between sales and marketing plays a crucial role. Your marketing team should be able to provide the sales team with the necessary tools, such as follow-up content, educational material, or even a simple reminder system to keep these leads warm. With all the companies I work for, I elevate the C-level’s personal marketing first, without C-level posting on Linkedin, I don’t even start the engagement.  Guess, why do I do that? Anyway, in conclusion, it's not just about having a marketing team; it's about having an effective marketing strategy that aligns with your sales efforts.  It's about understanding that marketing doesn’t end at lead generation; it extends to lead nurturing, building relationships, and creating personalized experiences for each potential client. Remember, successful marketing is the foundation upon which successful sales are built.