Charlotte Johnson, founder and CEO of Drew and Rose, argues that marketing should be held as accountable for lead generation as sales is for closing — and the fix starts with compensation and shared meetings, not more campaigns. In this episode, Charlotte shows how tying marketing pay to leads, mapping the full funnel, and building a test-and-learn culture turn two siloed teams into one revenue engine.
Charlotte explains why even large companies still fight the alignment battle in 2026, and how leadership can avoid assigning blame by treating breakdowns as process problems rather than people problems. She also shares how Drew and Rose put skin in the game with a results guarantee and rebuilt the agency model around accountability.
In this episode, you’ll learn:
- Why are sales and marketing still misaligned, even in big companies?
- How should you pay marketing so it’s accountable for leads?
- Why does leadership need to put both teams in the same meeting?
- What processes actually improve lead quality and close rates?
- How can sales and marketing use AI without widening the gap?
- What does the future of marketing look like in an AI-search world?
Ready to make your marketing accountable to revenue? Learn more about Charlotte Johnson and Drew and Rose at https://drewandrose.com/
Visit us on Apple Podcast. You can also find SalesPOP! on all major podcast stations.
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