Feb 23: Focus on Funnel Management with Paul Mosenson and Frank Donny

Interviews will be with Paul Mosenson President of NuSpark Marketing and Frank Donny, President of Marseli. The focus will be on sales funnel management. Paul handles top-to-middle of the funnel and Frank handles  mid-to-bottom.  They have  aligned marketing and sales functions to increase the sales at their clients by managing the sales funnel. Some of the questions Will Crist the host will ask: 1. Explain the concept of funnel optimization? 2. What are the keys to obtaining, converting, and nurturing quality leads via the funnel? 3. What is your approach to pipeline management? 4. How do you approach lead nurturing? 5. You mention the Power of 5s in your material regarding pipeline metrics, how does that work? 6. What are the goals of your Salesforece.com app that measures pipeline? 7. Terms such as lead Generation, Demand Generation, and Inbound Marketing seem similar, what are the differences? Paul Mosenson Founder and President, NuSpark Marketing Paul is a seasoned marketing vet of 25 years. Experienced in b2b marketing as well as consumer marketing.    As Media Director at a full-service ad agency, Paul managed large media and marketing budgets. In addition to his comprehensive media experience, he is also adept at social media and offers his services for training, implementation, and measurement. Further, he is an expert on analytics and media measurement. For more than 20 years, Paul has been building strategic, comprehensive multi-media marketing campaigns that get results. He possesses a unique expertise in traditional, interactive, and social media. In the last few years, Paul has become a national thought leader on lead generation and content marketing. His vast and versatile marketing experience spans the fields of healthcare, financial services, business-to-business, economic development, technology, retail, state-funded programs, automotive, and tourism. NuSpark Marketing is the firm Paul founded in early 2010. We give your marketing a “new spark” by implementing a new approach to lead management. Lead management is the process of putting together sound strategies that generate quality website visitors that convert into leads via engaging websites and landing pages, and then convert into sales via lead nurturing platforms called marketing automation. Frank Donny - President and Chief of Marseli Frank's remarkable 25-year career of driving marketing and sales operations divisions within Fortune 500 and start-up organizations is highlighted by his passion for business development and empowering others to succeed. Frank is a recognized thought leader in the areas of sales performance, demand generation, pipeline management and sales and marketing integration.  He has been a featured guest speaker on Selling Power TV (www.sellingpower.com), WRMR Revenue Marketing Radio and is the author of Sales and Marketing Integration- How You Can Increase the Close Rates of Your Early-Stage Pipeline Opportunities and Your CRM or Your Salespeople? Understanding CRM Performance Beyond Just Features and Functionality. Prior to founding Marseli, Frank served as SVP of Demand Generation for Richardson, a global leader in sales performance improvement.  Frank contributed to the areas of product management, lead generation, pipeline management, sales operations and further supports the alignment of Richardson’s Sales and Marketing departments.  In addition, Frank provided senior-level counsel to Richardson clients who required pipeline and territory management strategy, sales/marketing integration and sales process improvement services. Frank has a BS in Marketing from Marquette University and an MBA from Western Illinois.  He hails from the great State of Wisconsin and is proud to be called a Cheesehead.