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Jen Spencer of SmartBug Media Answers the Pipeline Ownership Question

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The interview covers:

  • Why marketing must focus on the pipeline
  • A marketing leader's compensation should be tied in some way to revenue
  • Marketing has to expose success for its marketing programs
  • There are some dysfunctional marketing traits
  • Click and Call is definitely happening on the part of the inquirer
  • Marketers must know the sales quotas and forecast
  • Creating marketing programs is working backward from quotas

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.

About the Guest: Jen Spencer

20180405-tweet-spencerJen Spencer is the Vice President of Sales and Marketing for SmartBug Media, an intelligent inbound marketing agency of experts in digital strategy, design, PR and marketing automation. Over her career, Jen has built several demand generation and sales enablement programs from the ground up and has experience working within tech startups, publicly traded companies, mid-market organizations, and the not-for-profit space. Jen subscribes to the notion that “we’re all in this together,” and great communication leads to great partnership. She loves animals, technology, the arts, and really good Scotch.  Spencer has been nominated as one of the 20 Women to Watch in Business in 2018 by the Sales Lead Management Association.

About SmartBug Media

SmartBug Media is an intelligent inbound marketing agency that assists businesses in generating leads; increasing awareness; and building brand loyalty through inbound marketing, digital strategy, design, marketing automation, and PR. For 10 years, SmartBug has been helping businesses increase sales leads, close more customers, and enhance the reach of their brands.  SmartBug Media also boasts the highest ROI documented from any HubSpot partner: 3,558 percent and 14,500 percent ROI on a six-month and three-year campaign, respectively. 

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