The Hidden Gaps in Your B2B Marketing Strategy (and How to Fix Them with HubSpot)

You Don’t Have a Lead Problem — You Have a Revenue Problem 

Your B2B marketing team is generating traffic, capturing leads, and posting great content. On paper, the activity looks strong. But when it comes to revenue, the numbers don’t tell the same story. 

That disconnect? It’s not about effort — it’s about alignment. 

Many B2B organizations struggle because their marketing activity isn’t directly tied to revenue outcomes. The real growth opportunity lies in fixing the gaps between your strategy, your systems, and your execution. 

That’s where HubSpot and a Revenue Operations (RevOps) approach come in.

The 3 Biggest Gaps in Most B2B Marketing Strategies 

Let’s break down the three most common places your marketing strategy is leaking revenue — and how to close those gaps for good. 

 1. Strategy Without Revenue Alignment

You can’t manage what you don’t measure — and too many marketing strategies still track activity-based metrics (website traffic, downloads, MQLs) instead of revenue-based outcomes (pipeline influence, deal velocity, customer lifetime value). 

If your campaigns aren’t connected to your sales KPIs, you’re optimizing for the wrong outcome. 

Fix it with HubSpot: 

• Use HubSpot’s Revenue Attribution Reporting to connect campaigns to closed deals. 

• Create shared dashboards so marketing and sales see the same performance data. 

• Align every campaign with a clear revenue goal — not just engagement. 

💡 Pro Tip: In HubSpot, create a single dashboard that displays “Deals Influenced by Marketing Campaign” — it’s the fastest way to connect marketing efforts to revenue outcomes. 

 2. Data Without Clarity

Your data should be a growth driver, not a roadblock. But if your CRM, spreadsheets, and reporting tools aren’t connected, it’s nearly impossible to make confident, data-driven decisions. 

When marketing and sales operate in silos, visibility disappears — and so does accountability. 

Fix it with HubSpot: 

• Use HubSpot CRM as your unified source of truth for marketing, sales, and service. 

• Integrate tools like LinkedIn Ads, ZoomInfo, or Salesforce (if needed) for complete data visibility. 

• Automate data hygiene with workflows that standardize contact and company information. 

When your data is centralized, reporting becomes easier, collaboration improves, and your teams can move faster. 

3. Technology Without Adoption

Technology should make your revenue engine more efficient — not more complicated. Yet, many organizations underutilize the platforms they’ve invested in. 

Automation, workflows, and lead routing often sit unused, leading to manual errors and lost opportunities. 

Fix it with HubSpot: 

• Build automated workflows for lead nurturing, routing, and follow-up. 

• Use HubSpot AI tools to personalize outreach and segment lists more effectively. 

• Train your team regularly — adoption is just as important as implementation. 

💡 Pro Tip: Review your workflow library quarterly. Retire what’s outdated and optimize what’s underperforming to keep automation efficient and relevant. 

How to Diagnose the Gaps in Your B2B Marketing 

If you’re unsure where to start, ask yourself these three diagnostic questions: 

1. Visibility: Can you clearly see how marketing activities impact revenue? 

1. Alignment: Do your sales and marketing teams use the same definitions, goals, and dashboards? 

1. Efficiency: Are manual tasks slowing down how quickly leads become customers? 

HubSpot makes diagnosis easy with tools like: 

• Funnel & Attribution Reports to identify drop-offs 

• Lifecycle Stage Analytics to track lead progression 

• Custom Dashboards that visualize ROI across channels 

When your strategy, systems, and data are aligned, revenue clarity follows. 

Closing the Gaps: Build a Revenue-Driven Marketing Engine 

Once you’ve identified the problem areas, it’s time to build a B2B marketing system designed for revenue growth — not just lead volume. 

Here’s how to start: 

• Map every campaign to a revenue or pipeline goal.
• Establish shared KPIs for marketing and sales.

• Integrate marketing, sales, and customer data. 
• Eliminate silos and manual tracking. 

• Use workflows for follow-ups, lead scoring, and deal handoffs. 
• Reduce human error and improve response times. 

• Focus on attribution, deal velocity, and customer acquisition cost. 
• Build a continuous optimization loop using HubSpot dashboards. 

When your teams and tools are working together, marketing transforms from a cost center into a predictable revenue driver.  

How LeadG2 Helps You Close the Revenue Gap 

As a HubSpot Diamond Solutions Partner, LeadG2 helps B2B organizations build and optimize marketing and revenue operations systems that actually drive growth. 

Our approach combines: 

1. Strategy: Aligning your marketing goals with revenue outcomes.
2. Enablement: Integrating sales and marketing teams around shared KPIs.
3. Technology: Optimizing HubSpot for automation, adoption, and analytics. 

Whether you’re building a revenue engine from the ground up or fine-tuning an existing HubSpot portal, we help ensure your marketing performance directly supports sales success. 

Growth Comes from Alignment, Not Activity 

Revenue growth doesn’t come from doing more marketing — it comes from doing marketing that’s aligned, connected, and measured. 

If your strategy feels stuck, it’s time to look beyond lead generation and start thinking about total revenue optimization. 

💬 Ready to uncover what’s holding back your marketing ROI? Contact us to help you identify these gaps and discuss a plan of action to get you on track to fix them!