# Why We Are Missing Sales Targets

- **Level:** beginner
- **Language:** en-AU
- **Price:** Free
- **Access tier:** Free
- **Instructors:** [Joana Inch](https://www.hatiq.org/speakers/joana-inch)
- **Published:** 15 April 2026

## About this course

This course explores why B2B organisations continue to miss revenue targets despite strong effort, and identifies the structural flaws in traditional sales and marketing playbooks. Across five lessons, it challenges outdated assumptions around funnels, lead generation, and linear buying journeys, introducing Account-Based Marketing (ABM) as a strategic shift from volume-driven activity to account-focused growth.

## Syllabus

1. Why We’re Missing Sales Targets
2. The Sales Target Gap
3. Outdated Funnels vs. The New Buyer Journey
4. The Human Element
5. Account-Based Marketing as the Remedy

## Instructors

- [Joana Inch](https://www.hatiq.org/speakers/joana-inch) — Lead instructor (Head of ABM & Automation, Hat Media)

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Canonical page: https://www.hatiq.org/courses/why-we-are-missing-sales-targets
Updated: 9 October 2026
Published by Hat IQ (https://www.hatiq.org).