Messaging Misalignment is noticeable when leads seem to get "stuck" in various parts of the funnel. Maybe Marketing is having a tough time converting from awareness to interest. Or perhaps the sales team has challenges qualifying the leads.

The biggest problem is allowing bad leads to steal time and energy from the good ones.

Leaders need to examine every prospect interaction closely. Different teams responsible for prospect interaction (Marketing-> Product Marketing -> SDR -> AE) and various hand-offs can have a different viewpoint of what your company does, or what outcomes your company produces can be magnified as additional stakeholders enter the picture.

Since most sales require a champion or advocate for your company, they build a narrative on their terms. If your marketing materials, conversations, or reputation don't align to what that champion is building, prepare for the inevitable conversation.