If you’ve ever felt your sales and marketing teams talk a lot but still miss the mark, this episode covers the habit that changes everything. You’ll learn how to ask sharper questions, uncover hidden friction points, and avoid creating campaigns that never convert.
Sales and marketing misalignment doesn’t always come from bad messaging; it often starts with bad questions.
When marketers ask vague prompts like “What do you guys need?”, sales teams either ignore the request or give weak answers. This isn’t because they don’t care; it’s because the question feels like an interrogation, not collaboration.
As Sarah Shepard puts it:
“If you can answer with a nod, a single word, or an emoji… that’s not an answer. That’s bypassing the whole process.”
When marketers approach sales like “glorified interns” collecting task lists, trust erodes. The result? Top-of-funnel fluff instead of conversion-focused content.
Instead of “What content do you want?” ask:
Better questions help marketing build content that directly addresses sales’ obstacles, shortening the sales cycle and improving lead quality.
Curiosity doesn’t mean you don’t know what you’re doing; it means you’re committed to finding better answers. Whether it’s shadowing sales calls, reviewing CRM notes, or analyzing customer onboarding feedback, marketers can uncover gold by leaning into curiosity.
Jay Feitlinger explains:
“The best marketers aren’t asking for instructions. They’re learning from friction points and building assets that move deals forward.”
Q: What’s a “ghost handoff”?
A: When a lead falls between sales and marketing with no one accountable, it kills pipeline momentum.
Q: How do I get better input from sales?
A: Ask specific, outcome-driven questions that show you understand their role.
Q: Can AI help with this?
A: Yes — use it to brainstorm sharper questions, then refine based on real feedback from your team.
AI doesn’t just highlight what’s unclear; it teaches you how often you expect others to read your mind. Get better at being specific, and everything you lead, tech or team, gets sharper too
Q: Why does curiosity matter in revenue teams?
A: It reveals problems you didn’t know existed and turns marketing into a true partner for sales.
Q: What’s the biggest risk of vague collaboration?
A: You waste time and budget creating campaigns that never move the revenue needle.
When marketing asks sharper, curiosity-driven questions, sales responds with insights that transform campaigns. That’s the 8-figure funnel habit most companies overlook, and the one that can change your revenue trajectory.
For the full breakdown and actionable tips, listen to the episode on Apple, Spotify, Amazon Music, and YouTube.
If you’re ready to fix your revenue engine, connect with our team at StringCan Interactive.