Is Your Sales Team Selling or Just Forecasting

Here's the description for episode #21: Is Your Sales Team Selling... or Just Forecasting? Most sales processes weren't built to help your team win deals. They were built to help average salespeople sell predictably enough that the CFO could forecast quarterly. There's a difference, and it's costing you revenue. In this episode of Revenue Marketing Raw, Jeff Pedowitz and Debbie Qaqish call out the legacy trap most B2B sales orgs have walked into. When things get hard, sales doubles down on internal process — pipeline reviews, deal stages, MEDDPICC fields — instead of refocusing on the buyer who's already 70% through the journey before they'll talk to a rep. They unpack "organizational couch potato syndrome" (the comfort routine that's strangling your sales team), why 90-95% of marketing-generated leads still go un-followed-up, and where AI is actually helping (real-time engagement, personalized outreach, intent-aware alerts) versus where it's just lipstick on a broken culture. If your sales team is running 2025 plays from a 1990 process, this episode is the wake-up call.