A playbook for resolving a sales-marketing definitional conflict
The step sequence we use to surface and resolve an unstated definitional disagreement.
Start by identifying the specific, recurring complaint (sales says leads are poor quality, marketing says sales isn't following up) rather than trying to resolve the general tension abstractly.
Trace that specific complaint back to its underlying definitional gap — usually, what actually counts as 'qualified' — by reviewing a sample of disputed leads with both functions present.
Draft a single shared definition addressing the specific gap found, get explicit sign-off from both functions, and set a review date to check whether the new definition is holding in practice.
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