How to Build a High-Impact Sales + Marketing Alignment (That Actually Works!): Expert Insights from Gabe Lullo
In the latest episode of the Sticky Note Marketing Show, host Mary Czarnecki sits down with sales development expert Gabe Lullo, CEO of Alleyoop, to unpack one of the biggest challenges facing growing businesses today: misalignment between sales and marketing.
For years, sales has blamed marketing for bad leads, while marketing has blamed sales for poor follow-through. According to Gabe, this “at-war mindset” is exactly what’s holding companies back. Both teams want the same outcome—growth and revenue—but without alignment, even the strongest funnels begin to leak.
“Sales development isn’t just about passing the baton to sales.”
Why CMOs and Marketers Need an SDR Mindset
Gabe explains that adopting an SDR (Sales Development Representative) mindset can transform how marketing qualifies and hands off leads. Instead of relying solely on vague MQL definitions or form fills, SDR-style qualification focuses on real conversations, timing, need, and intent. This approach delivers cleaner handoffs, stronger attribution, and better sales outcomes.
Timing Is Everything
One of the most powerful takeaways from the episode is the importance of timing. Not every lead is ready now—and pushing too hard too soon often drives prospects away. Sales development plays a critical role in identifying when the market is truly ready and nurturing leads until that moment arrives.
Beyond Booking Meetings
Sales development isn’t just about passing the baton to sales. Gabe emphasizes its role in re-engaging old prospects, nurturing warm leads, and staying relevant in a buyer’s day. These efforts often unlock hidden revenue opportunities that would otherwise be forgotten.
The Bottom Line
When sales and marketing collaborate—using shared data, clear roles, and intentional communication—pipelines become stronger, funnels stop leaking, and growth becomes more predictable.
If you’re a business owner, marketer, or sales leader looking to improve lead quality and revenue alignment, this episode is a must-listen.
🎧 Listen to the full episode of the Sticky Note Marketing Show featuring Gabe Lullo and start building a pipeline that actually converts.
