Why your leads go silent (and how to fix it!)

43% of teams say their leads go silent mid-process. It’s not that buyers lose interest. It’s that sales and marketing still aren’t working in sync.

In this episode of The Outreach Fix, James Kenny and Kit Smith get into why alignment is so easy to talk about and so hard to actually do. They look at where the friction really comes from, what it costs when handoffs go wrong, and what teams should fix first if they want to stop losing deals in the gaps.

What you’ll learn:

• Why leads go silent and what is actually driving it
• How inbound and outbound teams naturally pull in different directions
• Why buying decisions now involve an average of 4.05 stakeholders, and what that means for your sales process
• What better sales and marketing alignment actually looks like in practice

Key takeaways:

The handoff is where momentum dies. The moment a lead moves from marketing to sales, or back again, is the highest-risk point in the entire process.

One person with doubt can derail the whole deal. If someone in the buying group is unsure and you haven’t addressed it, that doubt spreads fast.

Don’t rely on your champion to sell for you. It takes sales professionals years to learn how to sell. Expecting one internal advocate to do it after a single call is not a strategy.

Sales and marketing alignment is talked about constantly and done well almost nowhere. The teams that crack it treat it as a structural problem, not a communication one.

Light-touch multi-threading beats going quiet. Staying present across a buying group does not have to mean being pushy. It just has to be intentional.