Your sales team is sitting on a goldmine of customer insights. And your marketing team will probably never see any of it.

In this episode of Revenue Rewired, Jay Feitlinger and Sarah Shepard tackle the persistent gap between what sales knows and what marketing actually gets to work with. Inspired by a real conversation Sarah had with a sales leader who admitted he writes his own materials because "marketing doesn't get it," they dig into why this keeps happening and what companies can actually do about it.

Jay brings the sales perspective: asking salespeople to fill out forms, attend extra meetings, or log insights into the CRM is never going to happen. Sarah brings the marketing side: there are ways to extract that gold without burdening sales at all. Together, they walk through practical, low friction solutions that are working right now.

What you'll learn:

• Why salespeople go rogue on messaging and what it really says about your alignment
• The brutal truth about asking sales to "just fill out a form" for marketing
• How AI meeting recording tools like Fathom and CallRail can feed marketing insights without adding a single task to your sales team's plate
• Why your CRM is probably a swamp and how that kills the information bridge between departments
• How to use website analytics, FAQ heat mapping, and chatbot data to learn from customers without touching sales
• Why the old one way bridge from sales to marketing needs to become an infinity loop
• How showing salespeople the revenue impact of shared insights is the only way to earn their buy in

Key insight from this episode: Stop trying to push rope uphill. If you want sales insights flowing to marketing, remove the friction, show the money, and build systems that do the heavy lifting so your salespeople never have to.

About Revenue Rewired:

Revenue Rewired is a podcast for B2B marketers, sales leaders, and business owners navigating the intersection of sales and marketing. Hosted by Jay Feitlinger and Sarah Shepard, each episode delivers actionable insights for mid market companies looking to grow revenue strategically.

Contact Us:

Email: podcast@stringcaninteractive.com

Website: www.stringcaninteractive.com

Reach out to the hosts on LinkedIn:

Jay Feitlinger: https://www.linkedin.com/in/jayfeitlinger/

Sarah Shepard: https://www.linkedin.com/in/sarahshepardcoo/

Buy the Revenue Rewired book: https://www.amazon.com/Revenue-Rewired-Identify-Leaks-Costing-ebook/dp/B0FST7JCXQ

Keywords: sales and marketing alignment, CRM, sales insights, customer intelligence, B2B marketing, lead quality, Fathom, CallRail, AI sales tools, revenue operations, mid market growth, sales enablement, marketing strategy, ROI, marketing tactics, business scaling, sales strategies

AI is excellent at processing content. It’s far less capable of processing conflict.

I was working with a team reviewing customer feedback using AI. The model neatly summarized the themes, grouped the insights, and surfaced patterns. It did exactly what it’s good at.

What it missed was the tension underneath. The friction between marketing and product. Who was under pressure. Who had influence. Who was quietly fighting for budget or ownership.

AI doesn’t see that layer. It treats every input as neutral. It doesn’t read the room. And in most organizations, that’s where the real signal lives.

So if you’re using AI to support leadership decisions, remember this: it can organize the noise, but it can’t interpret the undercurrent.

That part is still on you. The dynamics. The stakes. The nuance that never shows up in a prompt or a transcript.

Bottom line: AI can summarize the data, but only humans can decode the politics. Context isn’t in the input. It’s in the room.

Contact Us:

Email: podcast@stringcaninteractive.com

Website: www.stringcaninteractive.com

Reach out to the hosts on LinkedIn:

Jay Feitlinger: https://www.linkedin.com/in/jayfeitlinger/

Sarah Shepard: https://www.linkedin.com/in/sarahshepardcoo/

Buy the Revenue Rewired book: https://www.amazon.com/Revenue-Rewired-Identify-Leaks-Costing-ebook/dp/B0FST7JCXQ

Think customer loyalty comes from going above and beyond? The research says otherwise.

In this episode of Revenue Rewired, Jay Feitlinger and Sarah Shepard share insights from their company book club read, The Effortless Experience, and why meeting expectations consistently beats delighting customers. They break down real examples of how small friction points cost businesses big money and introduce the "big P, little P" framework that changes how you think about customer preferences.

What you'll learn:

• What "big P, little P" means: big P is your customer's fundamental preference about your product or service, little P is how they prefer the transaction to happen
• Why delighting customers doesn't actually move the needle on loyalty, but meeting expectations consistently does
• How one extra click, one repeated phone call, or one unnecessary step can be the straw that breaks the customer's back
• Why companies build processes that work for their back end systems but create friction for customers
• How a roofer lost a major job by asking the customer to climb on the roof and take measurements himself
• Why the bare minimum expectation at a medical facility was simply "don't kill me" and what that reveals about customer priorities
• The questions every department should ask: Are we easy to find? Easy to buy from? Easy to work with? Easy to pay?

Key insight from this episode: The friction that seems small to you is often huge to your customer. Before investing in ways to delight customers, make sure you're not failing them on the basics.

About Revenue Rewired:

Revenue Rewired is a podcast for B2B marketers, sales leaders, and business owners navigating the intersection of sales and marketing. Hosted by Jay Feitlinger and Sarah Shepard, each episode delivers actionable insights for mid market companies looking to grow revenue strategically.

Effortless Experience: https://www.amazon.com/Effortless-Experience-Conquering-Battleground-Customer/dp/1591845815

Contact Us:

Email: podcast@stringcaninteractive.com

Website: www.stringcaninteractive.com

Reach out to the hosts on LinkedIn:

Jay Feitlinger: https://www.linkedin.com/in/jayfeitlinger/

Sarah Shepard: https://www.linkedin.com/in/sarahshepardcoo/

Buy the Revenue Rewired book: https://www.amazon.com/Revenue-Rewired-Identify-Leaks-Costing-ebook/dp/B0FST7JCXQ

Keywords: customer experience, customer loyalty, effortless experience, customer friction, B2B customer service, customer expectations, customer retention, sales and marketing alignment, mid market growth, revenue operations, book club, customer preferences, business growth