How to Fix a Broken Inbound Funnel | Alan Gonsenhauser on Sales, Marketing & AI Alignment

Episode notes

In this Durham Lane Executive Roundtable, host Richard Lane is joined by Alan Gonsenhauser (CEO, Demand Revenue) to unpack what’s really behind a broken inbound funnel — and how to fix it. Together, they explore how to bridge the gap between marketing, sales, and customer success using data, alignment, and technology. ️ Key Takeaways: How to define and align your Ideal Customer Profile (ICP) The importance of lead qualification and clean CRM data Setting Service Level Agreements (SLAs) between sales and marketing The right way to use AI in your inbound strategy Understanding problem-market fit → product-market fit → platform-market fit Avoiding tech bloat and maximizing your MarTech ROI Whether you’re a CMO, CRO, or startup founder, this conversation reveals the strategies top executives use to align teams, optimize inbound conversion, and drive sustainable growth.