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Sales Lead Management Association Radio

18
Apr

Who Owns the Pipeline. The Creators or the Closers

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Listen while you drive to Disneyland on iTunes

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The pipeline or sales funnel is evolving as marketing becomes more aggressive and sophisticated in the creation of not only sales leads, but qualified leads.  It only takes a view of sales funnel models to see that marketing has evolved from top of the funnel suppliers to active participants in many stages of the customer journey.  The question is, who owns the pipeline?   The creators or the closers?  Sometimes marketing is assuming both duties.  In B2C marketing is called upon to do both, in B2B not so much. 

In this interview The Pedowitz Group’s VP of Sales Scott Benedetti and its CMO and VP of Strategy agree and disagree and then agree again on who owns the pipeline from their unique perspectives.  The host is Jim Obermayer.

They discuss:

  • Interesting banter between a VP of Sales and a CMO and VP of company strategy
  • Who owns the pipeline is the wrong question!
  • Why executive level sponsorship is needed
  • Why everybody in the company owns the pipeline
  • In the reality it is the customer who owns the pipeline

Scott Benedetti

Scott Benedetti serves as Vice President of Sales at The Pedowitz Group where he is accountable for helping TPG and its client organizations achieve measurable revenue results. He is obsessed with helping customers along their Revenue Marketing™ journey to transform their operations from a cost center to a revenue center.

Kevin Joyce

Kevin Joyce is CMO and vice president of strategy services with The Pedowitz Group. He holds a unique combination of marketing skills and sales experience that helps companies to bridge the gap between sales and marketing.

About The Pedowitz Group

 The Pedowitz Group (TPG) is a Revenue Marketing™ consulting firm headquartered near Atlanta, Ga. We believe that Marketing is the driver of customer engagement that fuels the revenue engine. Many of today’s successful CMOs are operationalizing business accountability, digital transformation and the customer experience through marketing operations. As your partner, TPG helps you plan, build and optimize your revenue engine by delivering services in MarTech, demand generation and marketing operations.

TPG has worked with over 1,300 clients to enable marketing and sales. Our expertise spans the six major categories of MarTech, including marketing automation, CRM and content platforms. We specialize in helping mid-market and enterprise organizations in financial services, manufacturing, software, technology and business services.

You May Also Like

5 Things Kevin Joyce of Pedowitz has Learned about Business and Life

Can your Marketing People Execute Revenue Accountability in 2018?

Rise of the Mysterious Marketing Operations Function

18
Apr

Author David Cook: How to Be A GREAT Salesperson…by Monday Morning!

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Sounds too good to be true, and yet it appears it isn’t as I have already tried some of David’s techniques and been rewarded.  In his book, How To Be A GREAT Salesperson…by Monday Morning!

David Cook reveals key sales techniques—including where to insert urgency, when to use a third-party close, and how to shorten the sales cycle.  In this interview he will discuss his motivational principles that will help you approach customers with a new level of confidence and enthusiasm you never thought possible.   The host is Jim Obermayer.

9780998684819_p0_v1_s550x406.jpgFrom Amazon:

Kindle: $8.95

Paperback: 14.95

Barnes & Noble

Paperback: $14.95

In an engaging and thought-provoking interview, Cook discusses:

  • Laugh your way to the bank: Why making your customers laugh is a powerful strategy
  • Start closing when you say hello: Why coughing during your sale can make a difference
  • David’s top closing strategies can be used on buyers  in any industry
  • What makes an leading salesperson? The  traits that make you stand out
  • The three crucial elements to any successful sale
  • The simple phrase that works every time “Forgive my persistence, please:”
  • Ask for help, NEVER ask a customer to do you a favor!

About David Cook and Sales Training on The Go

Award-winning author Dave Cook, CEO and founder of Sales Training On-the-Go, is one of the most in-demand experts on sales training, coaching, and motivation around the world. Cook is the #1 rated producer at Business and Legal Resources (BLR), with awards including: CEO / President's Club Award for Outstanding Sales Achievement for all eleven years of his employment and the Joe Berneski Leadership Award for Outstanding Leadership Skills

With unequaled expertise, Cook’s training will help anyone to rise to the top of their field and achieve their greatest professional goals, faster than they ever thought possible.

Learn more about Dave Cook at  http://www.salestrainingonthego.com and connect with him on LinkedIn,Twitter, and Facebook.

Sponsor for this show:

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 Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. Call 888 784 2929 or visit us at www.validar.com

 

10
Apr

The Five Most Important Things Cyndi Greenglass has Learned in Business and Life

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Listen while you shop for groceries on iTunes

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This interview is part of an on-going series to hear from successful people about what they have learned in business and life. Cyndi Greenglass, a business founder and marketing expert shares with us the 5 Most Important Things She has Learned:

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9
Apr

Pipeline Ownership is a Growing Question - Dan McDade

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Listen while you walk the dog on iTunes

Why It Matters:

Dan McDade says, "Scoring algorithms are allowing more poor-quality leads to go to sales faster than ever before!"

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3
Apr

Is Pipeline Ownership in Question? Hear from Jen Spencer

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Listen while you drive to work on iTunes

 

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Some say it is starting to get confusing as marketing assumes an ever increasing responsibility for parts of the sales pipeline; sales it seems is relinquishing areas it wants help with or doesn’t want to deal with. In this episode with Jen Spencer, Vice President of Smartbug Media, we try to understand the changing nature of these two departments which serve the prospect that holds the purse strings. The host is Jim Obermayer. Read the rest of this entry »

3
Apr

Does Marketing or Sales Own the Sales Pipeline?

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Listen while you walk the cat on iTunes

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With the advent of more sophisticated CRM systems, marketing automation software, some AI applications and years of frustration on the part of Marketing, the uncomfortable question is now being posed: Does marketing own the sales funnel, aka the sales pipeline?
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27
Mar

Who Owns the Pipeline? Marketing or Sales? – Matt Heinz on SLMA Live Radio

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Listen while paint the barn on iTunes

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Who Owns the Pipeline? Marketing or Sales? – Matt Heinz on SLMA Live Radio

Traditionally, the pipeline has been called the sales pipeline and it has been owned by the salespeople. But is this a true statement today?   With the advent of new marketing automation capabilities, and artificial intelligence applications, marketing is relentlessly inserting itself deeper into the pipeline at almost every level.  To answer this question, we have gone to Matt Heinz, the expert’s expert on the pipeline question. 

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19
Mar

An Agency willing to Stand Behind the Moniker: Performance Marketing

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 Listen while you climb mountains on iTunes

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A Defintion of Performance Marketing

For the past two years’ proving ROI for marketing was all the rage in every conference (as if it was suddenly new) but it surely became more popular. In this interview with one of the nominees for the SLMA’s annual 20 Women Leaders in Business, Rachel Schulties, we discuss the definition of Performance Marketing which we suspect is entrails a broader definition that just measuring ROI.

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14
Mar

What It Means to Internalize a Data First Mentality

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Listen while you walk the hamster on iTunes

 

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Data is the lifeblood of all sales and marketing initiatives (or the electricity that powers them) – but we’re not referring to just any data; for this discussion, we’re talking about quality contact and account data; the data that every sales and marketing person depends on. The guest is Ned Leutz Director of new business at ZoomInfo.  The host is Anna Fisher.

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7
Mar

The Evolution of Sales - Reflections on Many Decades in the Trenches

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Listen while you hike on iTunes

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While sales functions have changed its evolution has been just as dramatic as its sister discipline of marketing.  In this program, host Mark Godley, CEO of  LeadGenuis will interview Mike D'Onofrio Chief Revenue Officer of LeanData. Mark explores with Mike why today is the best of times to be in sales and the expected future of the sales profession. The program guest host is Mark Godley.

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6
Mar

Katie Bullard on Why DiscoverOrg is Different - 3 Minutes +

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Listen while you plant flowers on iTunes

This is a 3 minute and 57 second excerpt from an interview with Katie Bullard, Chief Growth Officer at DiscoverORG.  We asked her what makes the DiscoverOrg approach to database management, a database platform,  different and this is her response.

You can hear the full interview here:

Do you need an Intelligence Platform?

 

20171116-tweet-katie-bullard.jpgAnd also this program:

Marketing Intelligence Software: How it Improves Marketing ROI

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28
Feb

The Argument: Does Marketing Now Own the Pipeline?

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Listen while you go bird watching on iTunes

 

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The sales pipeline, aka the sales funnel is the long-standing measurement of the past, present and future for a company.  In the not too distant past marketing dumped demand into the beginning (top) of the pipeline and sales took responsibility for the rest of the process.

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21
Feb

5 Most Important Things Marylou Tyler has Learned in Business and Life

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Listen while you drink a slurpee on iTunes

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Author and Consultant Marylou Tyler shares the processes in her life which have served her well.  She joins a list of executives that have opined on what has helped them on the pathways of life.  She discusses:

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12
Feb

Why CEO’s and CFO’s are still beggars when it comes to marketing ROI

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Listen while you work out on iTunes

 

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Flushed with Data and Metrics: Why is it Still Hard to Prove Marketing ROI?

The data is there, or at least available; that excuse for proving the ROI of marketing is dead and isn’t valid.  If the Chief Financial Officer for a company is asked to show the ROI for the company, it would be impossible for him or her to simply say, “AH, we can’t do that.”  So, what is it that is makes beggars out of CEO’s that want to know the ROI for marketing? Why isn’t marketing ROI a written part of every CMO’s job description? Author Laura Patterson of VisionEdge Marketing has opinions about why this is still an evasive goal for most corporations. 

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12
Feb

5 Things Dan McDade has Learned in Business and Life

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Listen while ride a Harley on iTunes

 

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This interviewi is part of a series we are doing to find out what makes entrepreneurs tick.   We ask about the things that have made a difference in their lives.  Sometimes we hear about how they run their company, sometimes the things that were important milestones in their lives.  In this episode we hear Dan McDade talk about authors that made a difference and his own philosophy of management.  He discusses:

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7
Feb

5 Most Important Things Mari Anne Vanella has Learned in Business and Life

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Listen while you ride a horse on iTunes

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As part of our continuing series of interviews on the five most important things an executive has learned in business and life, we spoke with Mari Anne Vanella of the Vanella Group. -- She has authored the best-selling and award-winning book 42 Rules of Cold Calling Executives.  Mari Anne presented thoughts that have guided her in her career such as: Read the rest of this entry »

30
Jan

Sales 3.0 - What’s it all about?

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This is a continuation of the interview with Jonathan Farrington from last month when the host Peter Gillett and Jonathan Farrington, CEO of Top Sales World discuss how technology is changing the way we sell.  These two experts don’t always agree, but they do agree that changes are tsunami-like with few sales or marketing people aware of what’s coming. No it isn‘t business as usual.

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24
Jan

Why Account Planning Delivers Outsized Revenue Results

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Listen while you walk the canary on iTunes

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Account planning is undoubtedly successful in the companies that employ it but its success depends on changes in attitude and processes that salespeople seem to loath.  While the results are invariably stunning, but the adoption in the short term is sometimes slow and in the long term difficult to sustain. - In this interview multiple book author and Mark Donnolo discusses his recent book,Essential Account Planning

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21
Jan

How Jill Konrath Reframes Problems

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Listen while drive a race car on iTunes

In this 2 minute and 16 second segment from her interview on the Five Most Important Things She has Learned in Busienss and Life, Jill Konrath talks about how she redefines a problem by turning it into a challenge. This is number three of five extracted from her interview “The Most Important Things Jill Konrath has learned in business and life.”  Hear the full interview here

Konrath’s sincerity comes through in this heartfelt advice.

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The full interview contains: 

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17
Jan

Does your Martech Stack up?

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Listen while you shovel the snow on iTunes

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Tips and tricks from the field, Rhoan Morgan, your host and CEO of DemandLab chats with Delinda Tinkey, Sr. Sales and Marketing Automation Manager at Evolve IP. 

With over 5,000 martech solutions available today, it’s no surprise that marketers are outspending IT on technology investments, or that they’re using an average of 91 technology systems to support their marketing strategies. In this program, DemandLab CEO Rhoan Morgan interviews Delinda Tinkey, Sr. Sales and Marketing Automation Manager at Evolve IP who provides tips on how to:

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9
Jan

Bill Walker of Unison Reveals How to Implement Voice of the Customer Programs

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Listen while play basketball on iTunes

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Voice of the Customer sounds wonderful, and doable, and gee whiz why not do it? And yet, as many have found, implementation takes more than wanting and writing a check.  In this program we talk about VOC with Bill Walker, Chief Revenue Officer at Unison.  Walker has successfully implemented a VOC process for collecting and implementing direct customer feedback. He believes that this is the most important thing you can do as a corporation and that it is more productive than leveraging outside agencies, focus groups, or executive voices. The host in Jim Obermayer.

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3
Jan

Sales 2.0 and what that means for Sales Lead Management!

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Listen while you deep sea dive on iTunes

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When sales processes change, the need for sales lead management processes are also under the gun to change.  In this interview with sales expert Jonathan Farrington. Sales Lead Management host Peter Gillett asks where sales as a process is going and why marketing automation is still lagging.  They discuss how technology is changing the way we sell and yet sales seem slower to change than ever before.  The technology stack is changing the way sales leads are managed, or at least it is supposed to.  This is an interesting interview from a sales expert.

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20
Dec

5 Most Important Things Jeanne Hopkins has Learned in Business and Life

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This interview is part of an on-going series that asks executives to share the lessons they have learned in business and life. 

 

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19
Dec

Marketing Intelligence Software: How it Improves Marketing ROI

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Marketing Intelligence and software may be the rage right now, which isn’t a surprise for anyone in thedatabase business, and yet few companies have stepped forward with hardcore proof of how MI and its application with accurate data sets is improving the life of the salesperson.  Fewer still are able to claim how it improves the ROI for marketing.  In this interview with Katie Bullard, Chief Growth Office at DiscoverORG,  Bullard shows exactly how a marketing intelligence platform is currently giving users a dramatic ROI for salespeople and marketing operations.

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16
Dec

Hear Jill Konrath in 1 minute and 15 seconds Reveal a Defining Moment in Sales

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In one minute and 15 seconds Jill Konrath talks about a defining moment in her early sales career that put her on a life-time pursuit of serving the customer well.  This is number three of five extracted from her interview “The Most Important Things Jill Konrath has learned in business and life.”  Hear the full interview here

Konrath’s sincerity comes through in this heartfelt advice.

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The full interview contains: 

Read the rest of this entry »

12
Dec

How Companies Are Using Databases to Improve Sales & Marketing Productivity

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The competitive edge of success for B2B and B2C marketing and sales departments today is undoubtedlythe databases the company uses, maintains and accesses.  It isn’t an understatement to say it’s all about the database.  Good databases save marketing budgets, increase salespeople’s measurable productivity and lower the cost of customer acquisition.  Our guest to discuss how this is accomplished is Anna Fisher, Senior Director of Marketing at ZoomInfo.  Anna, who has been voted the most inspirational leader in the Lead Generation category of the Sales Lead Management Association’s annual 40 Inspiring Leaders election tells us why the database you use can make a difference between success and failure. The host is Jim Obermayer.

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4
Dec

5 Most Important Things Jill Konrath has Learned in Business and Life

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As part of our ongoing series of interviews on what executives have learned in life we spoke with Jill Konrath about the 5 Most Important Things she has Learned in Business and Life. Jill shares some personal stories from her early days in sales. She covers an early failure that nearly stopped her in the first few months of her sales career. 

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4
Dec

GDPR: What you don’t know will hurt you.

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Tune into SLMA Radio for a lively discussion with Peter Gillet and Ian Gotts about the upcoming GDPR laws that will go into affect in May 2018. Although started in the UK, the passage of GDPR has dramatic implications for US-based companies. It’s imperative for marketers to get a handle on this forthcoming mandate now. Join Peter and Ian and learn what you can do to mitigate risk and protect your company.

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27
Nov

How to train your reps 75% faster – A Case Study

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20171130-tweet-green-benson.jpg Training new sales representatives is generally either too fast and they learn very little that immediatelyhelps them, or too slow which delays them getting into the field. Either way can lead to a show start and delayed productivity. In this interview, guest host Steve Benson discusses how Badger Maps enabled Colonial Life to speed up the training process.  Steve will interview Derrick Green of Colonial Life.

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25
Nov

Matt Heinz on the Importance of Balance in Business and Life - 1 Minute 57 Seconds

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In his interview on the 5 Things Matt Heinz has learned in business and life, Matt Heinz of Heinz Marketing disucsses balance in life, for his personal life, his business, and the importance of having a child.  In one minute and 57 seconds, Matt lays out where his priorities are.  Interesting. 

For the full interview go here:

5 Most Things Matt Heinz of Heinz Marketing has Learned in Business and Life

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