How Sales Leaders Can Fix the Broken First-Meeting Handoff

Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams · May 30, 2026 · 8m · transcript

Episode 20 of Sales Leadership with Fexingo dives into the most common pipeline leak no one talks about: the handoff from marketing-qualified lead to sales development rep to account executive. Lucas and Luna break down why 73% of marketing-qualified leads never get a first meeting, using the case of a B2B SaaS company that closed that gap. They explore the structural incentives that make each team pass the buck, the data on response times and lead decay, and a playbook for aligning quotas and feedback loops. Specific tactics include same-day callbacks, personalized follow-up sequences, and…