Funnels. Every B2B company has one, or at least, they think they do.
But the truth? Most marketing, sales, and customer success funnels aren’t just leaky… they’re outright broken. And it’s costing your business more than you realize: missed revenue, wasted time, confused teams, and frustrated customers.
And yes, we know, the flywheel is the way to go these days, but if you listen around, most companies still talk about funnels. And this blog is for them, so let’s go with funnels.
If you’re wondering why growth has stalled or why your CRM data doesn’t tell the full story, it may be time to look under the hood, and consider Revenue Operations (RevOps) as your next strategic move.
Here are five warning signs your funnel is broken, and how RevOps helps fix each one.
did you ever hear things like “These leads are garbage” or “Sales isn’t following up fast enough”? Then you’ve got a classic misalignment problem.
The issue? Marketing and sales are often using different definitions of what a lead is, what counts as a conversion, and how success is measured. And even worse, their tools may not be connected or integrated, so data is incomplete, siloed, or simply wrong.
How RevOps helps:
RevOps brings these teams under a unified data strategy. It creates a shared source of truth, defines clear funnel stages, and ensures all revenue teams are speaking the same language. And with dashboards that everyone trusts.
Imagine this: high-quality leads are coming in… but they’re getting stuck somewhere in the pipeline. Maybe there’s a lag in follow-up. Maybe deals aren’t progressing. Maybe it’s taking forever to get proposals out.
When funnel velocity drops, it’s often a sign of broken handoffs, manual processes, or unclear ownership. The result is that things are just not moving forward.
How RevOps helps:
A RevOps team audits the full customer journey to identify friction points, then streamlines workflows between departments. This gives you faster handoffs, clearer roles, and automation where it counts, reducing time-to-close.
Maybe your customer success team doesn’t know what your sales team promised. Or marketing keeps emailing closed-won customers like they’re leads. If that is the case, something’s off.
Duplicated (or missed) efforts don’t just waste time: they hurt the customer experience. And make your company look disorganized. The trust you are trying to build simply won’t happen.
How RevOps helps:
RevOps aligns people, processes, and platforms so every team has access to the full customer context. No more “Who owns this?” moments. Everyone’s working toward the same outcome. together.
You’re drowning in dashboards, spreadsheets, and slide decks. But when it’s time to make decisions, no one has any clear answers. Why did that campaign underperform? Where are deals stalling? What’s your real ROI?
This kind of reporting chaos is a huge red flag. And it happens when dashboards and reports are messy, don’t have the right data, and it takes forever to put them together.
How RevOps helps:
RevOps builds streamlined, reliable reporting systems across all your revenue teams. With aligned KPIs and integrated data, you can finally make fast, confident decisions. That includes real-time visibility into what’s working.
Read our blog about how CMOs can lead their team to data and analytics success.
The modern B2B buyer expects a seamless experience from you. But if there’s a disconnect between your teams, customers feel it. Maybe it’s a delayed onboarding email. A tone-deaf upsell attempt. Or a support ticket that never got escalated. It’s the kind of disconnect issues that cause bad customer experience and low levels of trust.
These cracks aren’t just annoying: they are revenue killers for your business.
How RevOps helps:
With RevOps you design cross-functional processes with the customer at the center. It ensures continuity from first touch to renewal. Do this and your customers will feel supported, understood, and ready to grow with you.
If any of these signs felt uncomfortably familiar, you are not alone. Most B2B organizations run into these challenges as they grow. And RevOps is the operating system that helps fix them.
So we have good news: You don’t need to blow everything up to start seeing value. A smart RevOps strategy begins by asking better questions, aligning your teams around shared goals, and removing friction from the systems you already use. Some small changes can have a significant impact. And at Upperscore, we help fast-growing B2B companies do exactly that.
