If nobody owns the handoff, the buyer gets the work.

They explain what they already watched. Repeat the problem they need solved. Remind customer success what sales promised. Somewhere inside the company, several teams are checking off completed tasks.

The customer is still trying to connect the conversation.

Dusty and Tanner occasionally give me forty-five seconds of perfectly coordinated walking. Same speed. Same direction. Nobody trying to take my knees out with a leash.

I appreciate those forty-five seconds.

In this week’s Walking the Dogs, we look at what it takes to keep marketing, sales, and customer success moving together for longer than that.

Imagine a CIO attends your executive webinar. Three days later, a rep sends a generic introduction because the webinar context never reached them.

Now imagine sales closes a deal around three use cases, but customer success starts onboarding with only “Closed won.”

Every handoff should preserve what the buyer has already told you.

This is R7 in Reframe, Walking the Dogs Podcast #15 where we connect the growth choices we’ve made to the journey our teams need to support.

My suggestion: pick one journey, put it on the whiteboard, and walk it through together.

🐕 Name the owner of the next action.

🐕 Identify the context that must travel with the buyer.

🐕 Agree on the timing and what happens if progress stalls.

Then assign the fixes. Someone needs to carry those decisions out of the meeting.

Dusty and Tanner can choose interesting directions all afternoon. I still have to get the whole group home.

Read the full post: https://www.lisa-schwartz.com/b2b-funnel-orchestration/

Watch Episode 15: Walking in Sync: Orchestration Across the Funnel.

What handoff does your team need to walk through this week?