There have been only three recessions in the last 30 years, 1990 2001 and 2007, prior to the current COVID Crisis.* This makes it difficult for more than half of all sales managers to know what to do because they’ve had limited experience managing during a recession. Steve Benson of Badger Maps tells sales managers what actions to take during this current recession. This program is for sales and marketing managers.
In recent years marketing has chipped away, usually unintentionally, at various steps of the sales pipeline to aid the salespeople. Most of this is made possible by marketing automation and telemarketing being managed by marketing. I respect, that the sales pipeline ownership has finally shifted from sales to marketing. Marketing in more sophisticated companies probably manages more than 50% of the pipeline steps now and to me, that means ownership has shifted.
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. Read the rest of this entry »
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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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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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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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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.
Interviews executives about best practices in sales and marketing, sales lead management and sales lead generation. It has been broadcast since 2009.
