Every Monday, in any given B2B software company, the same meeting happens. Marketing shows the slide: leads are up. Sales says the leads are junk. Neither side can prove it, so they book the same argument next Monday.

I sat in that meeting for years. I was the one making the slide and giving the presentation.

Here’s what I learned. The problem is seldom the leads. It’s the scoring. Most lead scores were built years ago, by somebody who no longer works there, to measure clicks and form fills on your website. But your buyers stopped researching on your website. They read, compare, and decide somewhere you can’t see, and by the time anyone touches a form, the deal is half decided. So the score flipped. The account that is ready to buy often has almost no score.

Most companies respond by buying something. An attribution platform. A rescore. An agency. More software stacked on the software they already don’t use. Volume goes up. The Monday argument doesn’t change. None of it answers the only question that matters: what’s actually sitting in your database right now?

That’s the work I do, and it’s the work I chose thirty years ago, when everyone else wanted the glamorous side of marketing, and nobody wanted to do deep dives on the data side. I’m not scared by thousands of rows on a spreadsheet.

Here’s a quick snapshot of what I’ve done over the years:
• Built $16 million in sales pipeline at Dell EMC over about 2 years
• Boosted an Oregon motorcycle training company to 5x the registrations
• Helped a custom home builder turn 50% more marketing spend into two to 3x the quotes
• Served twelve clients at a time, for fifteen years, across industries I had never seen before. The battle scar that matters most is that I once filled a pipeline with qualified buyers and watched the sales team fail to close them. The painful lesson is the one I now get paid to help others avoid.

My method is called ROAR™. Like my tiger logo. 4 moves: find out what is really in your system, put it in order, run the plan, and produce revenue somebody can point at. It starts with an impartial audit. I have no software to sell you and no agency to protect. When the audit is done, I give credit where it is earned, assign responsibility where it isn’t, and hand the decision back to you.

The pipeline you need this quarter is probably already sitting in your database; I help you find it. If any of this sounds like your Monday, send me a message. If we don’t work together, you’ll at least get an idea that helps your team close more sales.