#71: Optimizing the handoff between marketing and sales with Gabe Lullo, Alleyoop

#71: Optimizing the handoff between marketing and sales with Gabe Lullo, Alleyoop

Author: The Agile Brand November 25, 2025 Duration: 21:58

We've spent a decade trying to align marketing and sales. What if the very metric we created to bridge the gap—the MQL—is actually the thing that's perpetuating the rivalry between them?
Agility requires a willingness to challenge the foundational metrics we've built our go-to-market strategies on. It demands that we replace gut feelings and legacy processes with a ruthless focus on what actually generates revenue, even if it means admitting what we've been doing is wrong.

Today, we're going to talk about one of the most persistent and costly problems in B2B: the handoff from marketing to sales. We'll explore why the traditional MQL model often fails, creating friction and wasting budget, and how a more intelligent, data-driven approach to lead qualification can not only fix the sales pipeline but also prove marketing's direct contribution to the bottom line.

To help me discuss this topic, I'd like to welcome, Gabe Lullo, CEO at Alleyoop and host of the "Do Hard Things" podcast.

 
About Gabe Lullo
 
Gabe Lullo is the CEO of Alleyoop, a sales development agency working with industry giants such as ZoomInfo, Salesloft, and Adobe.

He has trained over 8,000 salespeople across diverse businesses and, during his tenure in Alleyoop, he has personally hired and managed more than 1,500 SDRs.

With over two decades of experience in sales, marketing, and executive recruitment, his strategies have significantly driven Alleyoop's growth and shaped its corporate culture.

Beyond his career accomplishments, Gabe graduated from the Barney School of Business at the University of Hartford and his leadership ethos is rooted in cultivating environments that prioritize both professional development and individual success.
 
Gabe Lullo on LinkedIn: https://www.linkedin.com/in/lullo/

Resources 
 
Alleyoop: https://www.linkedin.com/in/lullo/

 
Catch the future of e-commerce at eTail Palm Springs, Feb 23-26 in Palm Springs, CA. Go here for more details: https://etailwest.wbresearch.com/
 
Keep up with the latest B2B Marketing insights by following the B2B Agility Podcast: https://www.b2bagility.com 

Connect with Greg on LinkedIn: https://www.linkedin.com/in/gregkihlstrom

Check out The Agile Brand Guide website with articles, insights, and Martechipedia, the wiki for marketing technology: https://www.agilebrandguide.com


Navigating the modern B2B marketing landscape requires a blend of strategic vision and practical expertise across several demanding disciplines. B2B Agility with Greg Kihlström™: MarTech, E-Commerce, & Customer Success exists in that space, offering a focused conversation for professionals who are piecing together strategy, technology, and customer experience. This podcast, from the team behind The Agile Brand, moves beyond theory to examine the interconnected systems that define today's successful business-to-business brands. Each episode delves into how leaders can effectively integrate marketing technology platforms, build seamless e-commerce operations, and foster genuine customer success to secure a lasting competitive advantage. You'll hear from practitioners and thinkers who are actively shaping their categories, sharing insights on turning complexity into clarity and operational friction into fluidity. The discussions are built on the premise that true agility isn't just about speed, but about intelligent adaptation and purposeful growth. For marketers, executives, and strategists looking to cut through the noise and find actionable wisdom, this series provides a dedicated resource. It’s a deep dive into the mechanics and mindset required to not just participate in the B2B arena, but to consistently lead and drive optimal results for the brands you serve.
Author: Language: English Episodes: 77

B2B Agility with Greg Kihlström™: MarTech, E-Commerce, & Customer Success
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