--- description: Sales teams ignore the website when it functions as a marketing asset disconnected from the selling process, when reps cannot find relevant content… image: https://www.leanlabs.com/hubfs/LL%20V4.1/LL%20Featured%20Image.png title: Why doesn't the sales team use the website? --- B2B Websites Why doesn't the sales team use the website? # Why doesn't the sales team use the website? Sales teams ignore the website when it functions as a marketing asset disconnected from the selling process, when reps cannot find relevant content quickly, and when no reporting connects website activity to closed deals. Sixty-five percent of sales reps report struggling to find relevant marketing content, and 71% feel unprepared for meetings because they lack access to current, accurate materials. The disconnect is structural. Sales and marketing operate in silos with different metrics: marketing tracks traffic and MQLs, sales tracks pipeline and revenue, and neither system shows how website engagement contributes to deal progression. Reps default to sending prospects their own decks, PDFs, or competitor comparison sheets because those assets feel more relevant to the specific conversation than a generic website page. On average, reps cannot answer 40% of product questions customers ask, yet the website often fails to provide those answers in a format sales can reference or share. Closing this gap requires making the website a sales tool, not just a marketing channel, with content organized by buyer question, buying stage, and persona rather than internal department structure. ### Ask AI about Lean Labs [ ![](https://www.leanlabs.com/hubfs/LL%20v5/Images/Logos/chatgpt.svg) ChatGPT ](https://chat.openai.com/) [ ![](https://www.leanlabs.com/hubfs/LL%20v5/Images/Logos/googlegemini%201.svg) Gemini ](https://www.google.com/search?udm=50) [ ![](https://www.leanlabs.com/hubfs/LL%20v5/Images/Logos/perplexity%201.svg) Perplexity ](https://www.perplexity.ai/search/new) [ ![](https://www.leanlabs.com/hubfs/LL%20v5/Images/Logos/claude%201.svg) Claude ](https://claude.ai/new) [ ![](https://www.leanlabs.com/hubfs/LL%20v5/Images/Logos/copilot.svg) Copilot ](https://copilot.microsoft.com/) Ask AI ```json { "@graph": [ { "@id": "https://www.leanlabs.com/#organization", "url": "https://www.leanlabs.com/", "logo": { "url": "https://www.leanlabs.com/favicon.ico", "@type": 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