Managed Chaos Podcast · 2026-06-03 · 15 min
Your pipeline isn't a sales problem. It's a strategy problem - and the data will tell you exactly where things went wrong. Most founders think a stalled pipeline means someone on the team dropped the ball. But Jenn Ravalli says the real culprit is almost always upstream: misaligned teams, undefined qualification criteria, and a go-to-market strategy that nobody actually agreed on. In this episode, Katrina and Jenn dig into why your pipeline looks the way it does - and the concrete frameworks that fix it before it costs you revenue. In this episode, we cover: Your Pipeline Has a Strategy Problem: A pipeline full of leads that won't convert is almost never an execution failure. The Founder-to-Sales-Leader Handoff: Jen explains why getting aligned on the definition of a qualified opportunity has to happen before anything else. Stop Letting a Dirty Pipeline Run Your Numbers: MQLs, SQLs, and why Jen would rather qualify out aggressively than let the wrong leads clog your funnel. The SLA That Ends Sales vs. Marketing Wars: A Service Level Agreement isn't just paperwork.
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