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Sales Lead Management Radio

Apr 2018

Who Owns the Pipeline. The Creators or the Closers

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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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Apr 2018

Is Pipeline Ownership in Question? Hear from Jen Spencer

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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 »

Apr 2018

Does Marketing or Sales Own the Sales Pipeline?

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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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Mar 2018

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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Feb 2018

The Argument: Does Marketing Now Own the Pipeline?

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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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Aug 2017
Feb 2017

Tips for Leading an Organization through Change

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 »

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