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Sales Lead Management Radio

Apr 2018

Who Owns the Pipeline. The Creators or the Closers

April 18, 2018

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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. 

In this interview The Pedowitz Group’s VP of Sales Scott Benedetti and its CMO and VP of Strategy agree and disagree and then agree again on who owns the pipeline from their unique perspectives.  The host is Jim Obermayer.

They discuss:

  • Interesting banter between a VP of Sales and a CMO and VP of company strategy
  • Who owns the pipeline is the wrong question!
  • Why executive level sponsorship is needed
  • Why everybody in the company owns the pipeline
  • In the reality it is the customer who owns the pipeline

Scott Benedetti

Scott Benedetti serves as Vice President of Sales at The Pedowitz Group where he is accountable for helping TPG and its client organizations achieve measurable revenue results. He is obsessed with helping customers along their Revenue Marketing™ journey to transform their operations from a cost center to a revenue center.

Kevin Joyce

Kevin Joyce is CMO and vice president of strategy services with The Pedowitz Group. He holds a unique combination of marketing skills and sales experience that helps companies to bridge the gap between sales and marketing.

About The Pedowitz Group

 The Pedowitz Group (TPG) is a Revenue Marketing™ consulting firm headquartered near Atlanta, Ga. We believe that Marketing is the driver of customer engagement that fuels the revenue engine. Many of today’s successful CMOs are operationalizing business accountability, digital transformation and the customer experience through marketing operations. As your partner, TPG helps you plan, build and optimize your revenue engine by delivering services in MarTech, demand generation and marketing operations.

TPG has worked with over 1,300 clients to enable marketing and sales. Our expertise spans the six major categories of MarTech, including marketing automation, CRM and content platforms. We specialize in helping mid-market and enterprise organizations in financial services, manufacturing, software, technology and business services.

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