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Sales Lead Management Association Radio

15
May

How to Shorten the Sales Cycle

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 Listen on iTunes while dancing!

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Shortening a company’s sales cycle has an outsized impact on the business. It reduces a competitors market share, increases cash flow, reduces sales territory turn-over, and reinforces sales forecast accuracy,  but how to do it consistently is always the conundrum. Our host today on SLMA Radio is Dan Perry of the Brevet Group and his guest is a founding partner of the Brevet Group Brian Williams.  

They discuss:

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25
Apr

Three Biggest Mistakes Sales Managers Make and How to fix Them – McClelland

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When revenue slumps everyone looks to the salespeople as not having performed, and yet the reasons are often deeper and have more to do with how the salespeople are managed. 

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18
Apr

Who Owns the Pipeline. The Creators or the Closers

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Listen  on iTunes while yuo dire to Disneyland

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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. 

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3
Apr

Is Pipeline Ownership in Question? Hear from Jen Spencer

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Listen on iTunes while you drive to work 

 

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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 on iTunes while you walk the cat 

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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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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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28
Feb

The Argument: Does Marketing Now Own the Pipeline?

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Listen on iTunes while you go bird watching! 

 

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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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1
Aug
20
Feb

Tips for Leading an Organization through Change

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250-SLMARADIO-20170223-dordar.jpgChange can be met with eagerness or dread and the last is most common.  We are met with accelerating, bewildering change almost daily and our guest this week, the CEO of PerfectMind, Farid Dordar discusses one of his favorite subjects, tips for dealing with change.   The host is Jim Obemayer. Read the rest of this entry »

24
Jan

How to Increase Referrals in a Digital Dominated World

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250-SLMARADIO-20170126-gay.jpgWord of mouth is alive and well in this digital world as marketers and salespeople alike again learn to tap into the most powerful of all human interactions, referrals.  The software field for this application is dramatically expanding and our guest Tom Gay, CEO of Refer.com explains why referrals are an advantage in a digitally dominated marketplace.  The host is Jim Obermayer

About Thomas Gay

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31
Aug

How to Eliminate Pipeline Junk

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Pipelines never lie: they may be true or false but they describe the future revenues of the company.  The truth is out there, if you know how to look and where to look for the junk.  Of course, not all are clean, most have varying amounts of “Junk” that clutter up and hide the truth.  In this interview with TopOPPs Ceo and founder Jim Eberlin we discuss how to clean out what should never have been in the pipeline.  The host is Jim Obermayer
 

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