Back on T-R-A-C-K

Pipeline isn’t just a number — it’s a perception problem.

In this episode of Back on T-R-A-C-K, Kris Anderson breaks down why sales and marketing teams often struggle to align around the pipeline, even when everyone is chasing the same revenue goals.

We explore the shift from volume-based lead generation to quality-driven engagement, why attribution alone can’t explain pipeline impact, and how brand, demand, sales, and customer teams all contribute to growth in ways that traditional reporting often misses.

Kris also shares practical insight on:

 • Defining pipeline in a way the entire GTM team understands
 • Why “more leads” doesn’t always mean better outcomes
 • How OKRs can unify sales and marketing teams
 • The importance of quality engagement over vanity metrics
 • Why brand awareness matters long before buyers enter the market

If your teams feel disconnected, your pipeline feels unclear, or your marketing efforts aren’t translating into trust internally, this conversation will change how you think about growth.

What is Back on T-R-A-C-K?

Back on T-R-A-C-K (formerly Tea Time with Tech Marketing Leaders) is where founders learn how to build a true marketing growth engine — one that runs smoothly, scales sustainably, and supports the business you actually want to lead.

After hundreds of conversations with marketing leaders on Tea Time, one truth kept surfacing: too many founders are stuck chasing what’s shiny and new instead of strengthening the systems that create consistent, compounding growth.

Back on T-R-A-C-K is your reset. Join me and a lineup of fractional marketing leaders and founders who’ve paved the way — or are finding it in real time — as we share honest stories, practical strategies, and proven frameworks to help you get clarity, build momentum, and stay the course. Because growth doesn’t come from doing more — it comes from getting back on track.