SALES-MARKETING PROCESS DIAGNOSTIC

Service Description

At Growthsutra, we help high-growth SMEs, scaling mid-market firms, and select enterprise divisions dismantle the silos between marketing and sales. If marketing says leads are being ignored and sales says leads are junk, the problem usually isn't effort on either side — it's that the handoff itself was never actually designed. We diagnose where lead definitions, SLAs, and accountability break down between the two teams, and redesign the process so both sides work off the same numbers. WHAT YOU GET - A map of your current marketing-to-sales handoff, including where it only exists as tribal knowledge - A review of your lead definitions (MQL/SQL) and whether both teams are actually using the same ones - An audit of hand-off SLAs — response times, follow-up cadence, and where leads go cold in the gap - A read on the feedback loop: whether sales lead-quality feedback ever makes it back to marketing - An accountability and metrics review — shared goals vs. teams working at cross-purposes - A redesigned lead-to-cash process with clear ownership at each handoff point OUR PROCESS PHASE 1 — DISCOVERY WORKSHOP We run a discovery workshop with marketing and sales leadership — separately, then together — to surface where each team believes the process breaks down, and where those views conflict. PHASE 2 — HANDOFF & DEFINITION AUDIT We map the actual handoff process end to end: lead definitions, hand-off criteria, SLAs, and where leads sit unclaimed or get dropped. PHASE 3 — FEEDBACK LOOP & ACCOUNTABILITY REVIEW We assess whether lead-quality feedback flows back to marketing, whether metrics are shared or siloed, and where incentives quietly point the two teams in different directions. PHASE 4 — RECOMMENDATIONS & REDESIGN We hand you a redesigned lead-to-cash process — clear definitions, SLAs, and ownership — built to match how your sales motion actually works, not a generic framework. WHY AN OUTSIDE DIAGNOSTIC Marketing and sales each have a version of the story, and usually both are partly right — which makes it hard for either team to fix the process on their own. We bring an independent read that isn't invested in either team being right, with a single mandate: fix the handoff, not assign blame. READY TO FIND WHERE THE HANDOFF BREAKS DOWN? Let's talk through where marketing and sales are losing each other.