Kevin McCann of the Executive Strategy Group, gives actionable logical, simple, but wildly important tips in this episodes. Here's one to start, if we take something just as fundamental your website. Take the first, top five pages of your website. Look at your navigation. Print out those pages. Go grab a yellow and green highlighter. You'll have to listen to this episode for the insights and assessment you can do right now.
Then, he praises one of his partners, HubSpot, but admits there is something missing. On the buyer persona, typically, it's, "Who is your ideal customer?" What vertical industry are they in? The standard demographic, size of company, title, revenue, growth, trajectory, vertical industry, et cetera. You'll have to listen to get the rest of what's missing and how he solves it with Revenue Growth Mastery
He also goes through what is the REAL pain you are solving. It's not what you think 90% of the time. "The value of your offer needs to be relevant to the impact that the customer is experiencing with their challenge. Most sales reps totally miss that."
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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.
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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.
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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. Read the rest of this entry »
Listen on iTunes while you visit McDonald's
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 »
Listen on iTunes while dancing!
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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Listen on iTunes while you bicycle!
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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Listen on iTunes while yuo dire to Disneyland
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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Listen on iTunes while you drive to work
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 »
Listen on iTunes while you walk the cat
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? Read the rest of this entry »
Listen on iTunes while paint the barn!
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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Listen on iTunes while you go bird watching!
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 »
Change 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 »
Word 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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Change 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. 
Word 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
