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How Sales Leaders Can Fix the Broken First-Meeting Handoff
Description
Episode 20 of Sales Leadership with Fexingo dives into the most common pipeline leak no one talks about: the handoff from marketing-qualified lead to sales development rep to account executive. Lucas and Luna break down why 73% of marketing-qualified leads never get a first meeting, using the case of a B2B SaaS company that closed that gap. They explore the structural incentives that make each team pass the buck, the data on response times and lead decay, and a playbook for aligning quotas and feedback loops. Specific tactics include same-day callbacks, personalized follow-up sequences, and the 'meeting audit' that cut one company's leak rate from 80% to 40%. The episode also touches on why CRM dashboards often hide the real problem and how to build a shared goal between marketing, SDRs, and AEs. No platitudes — just the math and the fix.