When Sydney Sloan walked into Salesloft three years ago they were optimizing for MQLs. Marketing had no efficiency. Salespeople were overwhelmed with low intent leads. Conversions were low. When Sydney took over as CMO, she wasn't interested in the vanity metrics that were being measured up until that point. She wanted to eliminate waste and increase marketing effectiveness at driving pipeline, not MQLs. In this episode, Sydney lays out her playbook on how she took over a struggling marketing team and turned it into a revenue-generating machine.