FAQs
Why is our revenue growth inconsistent even though we're investing in marketing and sales?
Inconsistent revenue is generally not a spend problem, it's usually a targeting, messaging, or alignment problem. The most common causes we see at B2B SaaS and Tech Services companies: you're attracting the wrong buyers into the funnel, your messaging doesn't immediately connect your value to the problem your buyer is trying to solve, or sales and marketing are operating from different definitions of what a good opportunity looks like. Increasing spend on a broken system just produces more inconsistency faster. The starting point is a proper diagnosis - identifying which of those root causes is actually driving the problem before changing anything.
Why aren't our marketing leads converting into revenue?
When leads don't convert, there are usually three culprits: the leads aren't the right fit to begin with (an ICP and targeting problem), the messaging or sales process isn't connecting your value to what that buyer actually cares about, or the handoff between marketing and sales is creating friction and drop-off. Most companies jump straight to "we need better leads" or "sales needs to follow up faster" - both of which treat symptoms. The real question is where in the funnel conversion is breaking down and why. That's a diagnostic question, not a tactical one.
How do I fix sales and marketing alignment at my B2B company?
Sales and marketing misalignment comes down to three things: no shared definition of what a qualified lead looks like, different metrics that create conflicting incentives, and no single view of what's actually happening in the funnel. The fix isn't a workshop or a new tool, it's building shared definitions, shared data, and shared accountability for pipeline outcomes. When both teams are measured on the same number, the finger-pointing stops. For most companies at the $1M–$20M stage, this starts with an honest assessment of where leads are being lost and why - not an assumption that one team is the problem.
Why does our growth stall after early traction?
Early traction in B2B companies is usually relationship-driven; founder networks, warm referrals, early customers who took a chance. That works until it doesn't. When it stalls, it's because the company never built a systematic go-to-market motion to replace founder-led sales. The ICP is often too broad, the messaging was never formalized, and there's no repeatable process for generating and converting pipeline without the founder in every conversation. Fixing this requires getting specific about who your best customers actually are, why they bought, and building a process that replicates that, not just running more campaigns.
How do I know if my ICP (ideal customer profile) is wrong?
Signs your ICP is off: your win rate is low and inconsistent, your sales cycles are longer than they should be, you're winning deals you can't actually serve well, your messaging is trying to speak to everyone, or your best customers look nothing like your worst ones. A vague ICP is one of the most common root causes of stalled growth and one of the things companies are most reluctant to fix because narrowing down feels like leaving revenue on the table. In practice, the opposite is true. Getting specific about who you're for dramatically improves conversion, reduces sales cycle length, and makes marketing far more efficient.
What should I do when marketing spend isn't generating pipeline?
Before changing channels, budget, or team, the first step is diagnosis. The most common reasons marketing spend stops generating pipeline: you're targeting the wrong audience, your messaging isn't landing with the buyers you're reaching, or there's a disconnect between what marketing is generating and what sales is actually working. Adding budget to a leaky funnel doesn't fix the leak. A structured review of your targeting, messaging, funnel conversion, and sales-marketing handoff will tell you where the actual problem is and that's what should drive the next investment decision.
What does a revenue engine diagnostic involve?
A revenue engine diagnostic is a structured review of the systems that drive growth - specifically, who you're targeting, how you're messaging to them, how your sales and marketing processes work together, and where prospects are dropping off in the funnel. At MyCody Consulting, the Growth Diagnostic covers customer targeting and qualification, messaging and positioning, website and digital presence, sales and marketing programs, and CRM and conversion performance. The output is a clear picture of what's slowing growth, prioritized opportunities, and a practical 90-day action plan. It takes 2–3 weeks and costs $3,500 - deliberately scoped to give you answers fast, before any larger investment.
How does AI search affect whether B2B buyers find my company?
AI-powered search tools like ChatGPT, Perplexity, and Google's AI Overviews are increasingly how B2B buyers research vendors and solutions — often before they ever visit a company's website. These tools surface content that clearly and directly answers the questions buyers are asking. If your messaging is vague, your website content is generic, or your value proposition requires explanation, you're less likely to be surfaced as a relevant answer. Clear messaging, structured content, and consistent positioning across your website and social presence directly affect whether AI tools recommend you - and whether buyers who find you understand what you do.
Should I hire a fractional CMO or a marketing agency for my B2B SaaS company?
It depends on what's actually broken. If you have a clear strategy but need execution support, an agency can work. If you're not sure what the strategy should be or your current approach isn't generating predictable revenue, an agency will execute the wrong things faster. A fractional CMO provides senior strategic leadership without the full-time cost, which is often the right fit for companies between $1M and $10M ARR who need someone to own the GTM direction, not just run campaigns. That said, before either hire, it's worth getting an outside diagnostic to understand where the real gaps are - otherwise you're making a hiring decision based on a guess.
What does MyCody Consulting do?
MyCody Consulting helps B2B companies, particularly SaaS and Tech Services businesses, figure out why growth has stalled and what to do about it. Most of the companies we work with have already tried increasing spend, hiring agencies, or adding tools. The results were inconsistent. Our work starts with a proper diagnosis: identifying the real friction points across targeting, messaging, alignment, and funnel conversion - before recommending anything. The goal is a clear, prioritized path to more predictable revenue.
We've tried consultants before and ended up with a deck and no results. How is this different?
That's the most common concern we hear and it's a fair one. Our work is structured specifically to avoid that outcome. Every engagement produces a prioritized action plan tied to your team, goals, and resources - not a generic framework. The 90-Day Growth Activation includes implementation support, not just recommendations. And every starting engagement is scoped tightly (2–3 weeks) so you get a concrete output fast, before committing to a larger investment.
What size companies do you work with?
Primarily B2B SaaS and Tech Services companies in the $1M–$10M revenue range that are navigating a growth inflection point. The challenges I focus on: ICP clarity, sales and marketing alignment, funnel conversion, and messaging - are most acute at this stage, when early traction from founder relationships and referrals starts to plateau and the business needs a more systematic go-to-market motion.
How do I know if I'm a good fit before booking a call?
You're likely a good fit if: growth has slowed or become unpredictable; you've invested in marketing and sales but the results aren't matching the spend; your sales and marketing teams aren't working from the same playbook; or you're not confident in what's actually working in your funnel. If any of those descriptions fit your situation, a discovery call is a low-commitment way to find out if this work makes sense for you. And if we aren’t a match, I will happily refer you to one of the colleagues in my network better suited to assist you.
What does a discovery call involve?
It's a free - focused 30-minute conversation about your current situation to determine where growth is, what's been tried, and what's getting in the way. There's no sales pressure. The goal is to figure out whether there's a fit and, if so, which engagement makes the most sense to start with. You can book directly from the contact page.
Ready to Improve Conversion and Drive More Revenue?
Let’s start with a conversation about your goals, challenges, and what may be getting in the way.