“I want more leads!’

WHY “MORE LEADS!” IS KILLING YOUR B2B GROWTH

The magic formula of “more leads = more deals” is dead.
Here is how to fix your Sales & Marketing alignment with Growth Velocity.

The broken “more leads” mindset

Every Marketing leader has heard this from Sales: “marketing just needs to bring in more leads. we’ll take care of the rest.”
Sound familiar? this outdated thinking creates serious problems. it overloads BDRs and AEs with low-quality noise while inflating pipeline with fake hope. furthermore, it wastes precious marketing budget and leads to circular blame games when conversion rates tank.

The harsh reality of lead conversion
According to the2Guys Growth Velocity benchmarks, the average B2B company converts less than 0.8% of their leads into pipeline. that means 99.2% represents wasted money, time, opportunity, energy, and motivation.
More leads do not equal more revenue.

Why sales teams are choking, not starving
Here is the truth: most sales teams are already buried under a mountain of leads. these leads are unqualified, cold, and untouched.

Don’t believe it? walk into any CRM and pull up the lead database. you’ll find a digital graveyard of names, emails, and phone numbers that no one followed up with. moreover, many were followed up with once and left to rot.

The real problem isn’t leads

Sales isn’t starving – it’s choking. when teams struggle with alignment issues, several core problems emerge:
– zero alignment between Sales and Marketing teams
– poorly prioritized prospects that waste valuable time
– lazy scoring models that miss quality indicators
– no real segmentation strategy to guide efforts
– bad habits that compound over time
This isn’t a lead problem. it’s a playbook problem, leading to a velocity issue.

INTRODUCING GROWTH VELOCITY
At the2Guys, we kill bad habits and revive what works. we rewire Sales & Marketing because we’ve learned one thing across 25+ years each in driving B2B growth.
It is not about more leads. it’s about more precision.

What is Growth Velocity?

Growth Velocity is a data-driven, bottom-up approach to Sales & Marketing optimization. the methodology follows three sequential stages that build upon each other systematically.

FIRST, the Growth Potential Analysis assesses your current state and identifies opportunities.

NEXT, the Growth Potential Quadrant categorizes and prioritizes prospects based on real data. finally, the Growth Activation Plan executes aligned strategies that both teams can follow.

Growth Velocity starts with your end-goals and engineers the sales funnel backwards. this approach includes charting Blue Ocean potential, maximizing Exit Value, and auditing potential through Due Diligence.

4 proven Growth Velocity strategies
– strategy #1: build aligned scoring models
The first critical change involves stopping the practice of treating all leads the same. instead of relying on vanity metrics, successful teams align scoring based on ICP behavior and buyer intent signals.
Additionally, re-scoring historical leads with a shared velocity framework reveals hidden opportunities. this approach delivered a remarkable +47% conversion improvement from MQL to SAL for our clients.

– strategy #2: create shared visibility dashboards
Real transformation happens when both teams use real-time, shared KPIs tied to revenue stage. these dashboards include conversion rates, deal progression, and engagement scoring that everyone can access and understand.
When Sales yells “i want more leads!”, they’re actually expressing deeper concerns:
– “i don’t trust the current pipeline quality”
– “i’m not equipped to work smarter with existing leads”
– “i don’t know where to focus my limited time”

This shared visibility approach generated +52% more Marketing-qualified leads turning into closed deals.

– strategy #3: redesign your funnel stages
The legacy MQL/SAL/SQL system creates confusion and misalignment. instead, define stages by buyer intent and Sales readiness that actually matter to revenue progression.
Focus on meaningful progression indicators rather than arbitrary handoff points. this fundamental shift improved velocity between discovery and opportunity creation by +38%.

– strategy #4: embed Sales in campaign planning
Successful Growth Velocity requires building feedback loops from campaign launch through deal close. this means involving Sales in messaging and CTA design from the beginning, not as an afterthought.
Additionally, create shared accountability for campaign outcomes that both teams own together. early Sales involvement in campaign planning delivered +61% lift in campaign-to-opportunity conversion.

THE GROWTH VELOCITY TRANSFORMATION
Growth Velocity flips the traditional dynamic completely. we don’t just fill the top of the funnel – we make it move efficiently and predictably.

Instead of stuffing the funnel and praying for a miracle, we engineer alignment from the ground up. this comprehensive approach establishes clear ICP definitions agreed across functions and creates buyer journey mapping that both teams respect. moreover, we embed qualification and scoring at every stage while implementing real accountability to pipeline velocity metrics.

How marketing supports sales differently

Great Marketing educates, segments, qualifies, and filters prospects intelligently. it sets up Sales to win not by playing the volume game, but by playing the velocity game strategically.
Aligned Marketing helps Sales show up to the right conversation, with the right message, at the right time. this precision approach eliminates wasted effort and maximizes conversion potential.
That means Marketing needs visibility into deal progression while Sales needs to feedback conversion insights. importantly, both teams need shared accountability for outcomes that drive real business results.

MAKING THE SHIFT TO GROWTH VELOCITY
This transformation requires shared commitment from both teams working toward common goals.

Marketing teams must evolve beyond lead generation metrics to embrace pipeline velocity indicators. they need visibility into deal progression and feedback on conversion insights. furthermore, they need shared accountability for outcomes, not just lead volume metrics.

Sales teams need to participate actively in lead qualification and provide conversion insights back to Marketing. additionally, they must own pipeline velocity metrics, not just final closes.

Both teams require shared KPIs tied to revenue along with aligned narratives and messaging. moreover, they need data-led target prioritization and real ROI accountability that drives decision-making.

Proven results with Growth Velocity
the2Guys are already helping B2B teams achieve remarkable growth through this methodology. our tested approach drives +50% Sales & Marketing performance uplift in under 90 days consistently.

Winning teams don’t ask for more leads. instead, they ask for better alignment and obsess over precision, efficiency, and shared outcomes.
The results demonstrate significant improvements across key metrics:
– faster deal velocity that shortens sales cycles
– higher close rates that improve revenue predictability
– bigger returns on marketing investment through better targeting
– eliminated finger-pointing and blame games between departments

TAKE ACTION ON GROWTH VELOCITY TODAY
Ready to kill the noise and ignite Growth Velocity? the choice is simple and the time is now.

Next time a Sales rep shouts “more leads!”, you have two clear options. you can hand them a shovel to dig through the existing lead graveyard, or you can hand them our number to start building Growth Velocity.

Growth is relevance + qualification + intent + conversion