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Series 1 · Episode 1 · October 30, 2026

In-Market Prioritization

You don’t have a pipeline problem. You have a prioritization problem. Will and El show you why hitting MQL targets doesn’t fill pipeline, and how to fix it by tiering your TAL around who is actually in-market.

In this episode

  1. Why MQL volume and pipeline quality drift apart

  2. How to segment your TAL into priority tiers

  3. How to activate stage-specific content by role and buying trigger

  4. The approach that delivered 2.6x higher pipeline and 25% more efficient cost per opportunity for one client

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In this episode

Your hosts

  • El Bryant, VP of Revenue & Operations

  • Will Smibert, CEO

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