Why Marketing and Sales Can't Work in Silos | Allbound Revolution Ep #1

Allbound Revolution Podcast Ep #01: No More Silos

In the inaugural episode of The Allbound Revolution, Melissa McGaughey, Kendra Ellis, Tamara Salamonovitz, and Rashida Goryawala dive into why companies still separate inbound and outbound efforts, the challenges of aligning marketing, sales, and RevOps, and how the Allbound approach breaks down silos.

Check it out! 👇

5 Minute Rundown:

Why Are Marketing and Sales Still So Disconnected?

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Kendra: "The teams themselves and the performance metrics that we measure each of those teams are very, very separate… We need to remove the friction from the two teams and align them on the same or very, very similar goals."

Marketing and sales are supposed to be partners in driving revenue, yet in most companies, they’re totally misaligned.

Why?

It starts with how they’re structured. Marketing focuses on generating leads and engagement, while sales is measured on revenue and closed deals. Leadership doesn’t always align, and the teams often use different KPIs, different processes, and even different tools.

The result?

Marketing sends leads that sales doesn’t want, and sales ignores marketing’s efforts. To fix this, companies need to break the silos, unify goals, and ensure marketing and sales are working toward the same revenue-driven outcome.

The Role of Tech Stacks in Creating (or Fixing) Silos

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Melissa: "Collecting data, data transparency, setting up processes and systems cross-departmentally was such a nightmare… Having everyone aligned within the same platform essentially just breaks down those barriers."

A hidden reason for marketing and sales misalignment? Their tech stacks. Many companies have marketing working in one system, sales in another, and customer success in yet another.

Without shared data and full visibility, teams end up making decisions in silos, leading to missed opportunities and dropped handoffs. Sales doesn’t know which leads are high-intent, marketing can’t track which campaigns drive real revenue, and customer success has no idea what was promised.

The fix?

Unifying systems. Getting marketing, sales, and CS working within one platform eliminates friction and improves collaboration across teams.

What Makes Allbound Different?

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Kendra: "Allbound is working with both the marketing team and the sales team… We're enriching those prospects or potential prospects, and that is helping the BDR and the SDR. They don't have to go out and do that manual research anymore."

Traditional GTM strategies only focus on one motion: either inbound or outbound. That’s the problem. Allbound merges both into a single, unified strategy so teams can work together instead of operating in silos.

Instead of SDRs and BDRs cold prospecting, Allbound leverages intent signals, enriched data, and personalized outreach to shorten the sales cycle and make outreach more effective.

The result?

Marketing isn’t just filling the funnel, it's working hand-in-hand with sales. And sales isn’t wasting time on bad leads, they’re getting warm, high-intent prospects that actually convert.

Quick Wins for Implementing Allbound Today

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Melissa: "The departments talking to one another… What’s our revenue goal? What are we all working towards?"

Implementing Allbound doesn’t mean rebuilding your GTM strategy from scratch. It starts with a conversation. Get marketing and sales in the same room and align on what success actually looks like.

Define MQLs, SQLs, revenue goals, and handoff processes. If marketing is sending over leads that sales ignores, something is broken.

The quickest fix?

Make sure both teams agree on what a good lead looks like and set up a clear, documented process for passing leads from marketing to sales. Then, create a feedback loop; if sales sees patterns in closed deals, marketing should know so they can generate more of the right leads.

How RevOps and Allbound Work Together

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Rashida: "Allbound is how you go to market… RevOps helps you create that operational system, track your strategy, and scale it."

Think of Allbound as your GTM playbook: your strategy for bringing in, qualifying, and converting leads. But without RevOps, it’s just that, a strategy. RevOps makes sure your tech stack, processes, and data work together to actually execute that strategy at scale.

It tracks what’s working, what’s not, and where teams need to adjust. Without RevOps, you might see some success, but you won’t know what’s driving it. With RevOps, companies get clear insights, automated processes, and full visibility into how Allbound efforts are performing, allowing them to optimize and scale faster.

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