Most B2B teams keep pouring money into ads, channels, and top-of-funnel growth… while deals quietly die in the middle. This conversation is about rethinking the future of customer relationships by fixing what actually stops buyers from saying yes.

Alyssa Nolte sits down with Avnita Gulati to break down why more leads rarely fix revenue and where the real leaks happen. If you sell in B2B, SaaS, or fintech and feel like growth should be easier than it is, this episode will either feel uncomfortably familiar… or exactly what you need to hear.

Why you should listen

This episode is for leaders who want predictable growth, cleaner pipelines, and fewer wasted deals. You’ll learn why teams keep doing “more” instead of doing “right,” and how small breakdowns in the buyer journey create big revenue problems over time.

3 key takeaways

Most revenue is lost in the middle of the funnel, not at the top
Strong qualification means saying no earlier, not chasing harder
Your ICP must be real, specific, and revisited as your business grows

People and resources mentioned

Good to Great by Jim Collins
Avnita Gulati on LinkedIn

You Don’t Have an Acquisition Problem...You Have a Conversion Problem with Avnita Gulati