James Obermayer Feed

Funnel Radio Line-up Nov 9, 2017

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9:30am DemanGen Radio with host, David Lewis @demandgendave

Guest: #33 Interview with Jeff Rummer, Director of Global Marketing Operations, Medtronic

https://goo.gl/XkSRw5

Jeff Rummer has been instrumental in helping Medtronic transform from a primarily sales driven culture to a balanced (and aligned) marketing and sales driven business. Jeff’s and his team’s responsibilities include the planning, execution and measurement of all integrated marketing campaigns and digital experiences along with managing and optimizing their marketing technology stack. In this episode, Jeff and I talk about what it takes to be an agent of change and several other insightful topics for you including:

  • Jeff's quick rundown of his favorite DemandGen Radio podcasts and why
  • What does it mean to be a marketing hero? Does Jeff feel like one given all the transformation that’s taken place at Medtronic?
  • What advice would Jeff give his former self knowing what he knows now in marketing operations and change management?
  • What is the reason for Medtronic’s expansion into ABM centric demand generation?

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10:30 am SLMA Radio with host, James Obermayer @funnelradiolive

Guest: Justin Gray @jgraymatter @myleadmd

5 Most Important Things Justin Gray of LeadMD has Learned in Business and Life

https://goo.gl/1SpQXM


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11:00 am CRM Radio with host, James Obermayer @funnelradiolive

Guest: John Golden @johngoldenfrr

5 Most Important Things that John Golden of Pipeliner CRM has Learned in Business & Life

https://goo.gl/sR9P7b


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11:30 am Sales Pipeline Radio with host, Matt Heinz @heinzmarketing

Guest: Scott Salkin, Founder & CEO Allbound, Inc.  @scottsalkin

Topic: Sales Enablement

http://goo.gl/lcTphG


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12 pm P.I.C.N.I.C. Podcast with host, Greg Mooney @gregmooney

Guest: Aran Vishwanath, Faculty Associate, Berkman Klein Center, Harvard University

Has your company turned you into a social engineering lab rat?

https://goo.gl/tMvRnp


Funnel Radio Line Up Sept 21

This week we have a full schedule: David Lewis explains the benefits of analytics. Then Jim Obermayer welcomes Patrick Renvoise to continue the conversation started last week with David Lewis about Neuromarketing. John Bruno of Forrester goes over a recent study of CRM systems, Liz Pearce of Liquid Planner joins Matt Heinz and we wind the day up with Kevin Conklin interviewing Jeff Kaplan of Ipswitch. Listen live staring at 9:30am Pacific:Tweet-todays-funnelradio-lineup-20170921

Continue reading "Funnel Radio Line Up Sept 21" »


Funnel Radio Lineup Sept. 13, 2017

It's only September, but IT Horror stories are always interesting, especially if you can sigh relief that it hasn't happened to you... yet. Phill Keene drives home what need to know about the imporance of a sales process DEFINITION. You can't follow it, until you define it. David Lewis starts out the day and keeps us going with ideas on neuromarketing principles. Insights from Anthony Iannarino are ALWAYS worth the note taking. Don't miss today.

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9:30 am Pac: DemandGen Radio with David Lewis

Continue reading "Funnel Radio Lineup Sept. 13, 2017" »


Funnel Radio Line-up Aug 31, 2017

We are excited as always with the line up of guests this week. We kick off with David Lewis, aka DemandGenDave teaching us how to implement lead nurturing program. From there Peter Gillett answers the question, "Why should people LOVE tradeshows?" CRM Radio is a replay of an episode featuring Andrea Lechner-Becker of LeadMD, "How developed is your marketing department?" Great questions to help see what you are doing right and what may need to go on the list of goals for the upcoming quarter and year. Following her is Joshua Baez with Matt Heinz talking about the PERFECT Persona. We end our day with John Stewart and Kevin Conklin talking about What’s up on Network Security in 2018.

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Continue reading "Funnel Radio Line-up Aug 31, 2017" »


Destroy Lead Decay by Automating Sales Lead Processes: Guy De La Cruz - VanillaSoft

Guy De La Cruz reprises his appearance on SLMA Radio as we tackle the ever evasive end game of automating the sales lead process. 

  • How to destroy lead Decay
  • It is speed to lead
  • Queueing
  • Delivering the right lead to the right person by agent availability
  • One minute or less

In his last program on July 26,  2016, Guy discussed the subject  Why Sales Lead Management Workflow Can Increase Sales 30%.  This time we delve deeper into the subject to discuss the 5-6 actions marketing can take to painlessly automate sales lead management.   The host is Jim Obermayer.

About our guest Guy De La Cruz

Continue reading "Destroy Lead Decay by Automating Sales Lead Processes: Guy De La Cruz - VanillaSoft" »


A CEO's Guide: How to Recognize When Your Sales Pipeline is Failing You! Ebook - James Obermayer

Front-page_350x458Title: How to Tell if Your Sales Pipeline is Failing You!

Published by/Authors:    James W. Obermayer, Publisher - Funnel Media Group LLC

Gated: No

Download Link   

Length:  22  pages 

Highlights: 

This paper takes the reader through a four month process of  declining revenues and the issues with the pipeline and forecast.

There is straight talk about the bull pucky that surrounds revenue shortfalls and the responses sales managers and salespeople give as excuses.  There is a Causes and Solutions section to tell the CEO what to expect the excuses that will be rendered.   The author mentions that in the third month of a slowdown the sales manager is beginning to sound like the sales reps (Stockholm, Syndrome anyone?).   Page five lists 13 excuses the sales manager begins to use when asked about revenue.   

This gives the CEO insight into the thinking, excuses, pressures and frustrations of being a sales rep when things go south.

This ebook is britually honest: one quote of note is:

"Discounting and special offers are now getting serious.  After all, if your can't sell it, give it away at lower margins"

Jim Obermayer


Slma-recommended-187This eBooks is for the C-Suite.  The salespeople have been there already. 

 

 

 Download Link   

Recommended for: 

  • CEO
  • Presidents
  • C-Level
  • CFO
  • CMO
  • VP of Sales
  • Sales Management 
  • VP Marketing
  • Director of Marketing

Note:  If you would like your research or e-book reviewed, you may submit it to: content@salesleadmgmtassn.com.  There is no guarantee it will be reviewed.  You may not be given notice if it is reviewed.  If you would like to submit artwork for the cover of the work along with a copy of the work, you may do so.  Members and non-members, sponsors and non-sponsors are welcomed to submit work for review.  Sponsors are given priority for white paper reviews.

 This blog is supported by the generous sponsorship of OMI - Outward MediaVanillaSoft and Goldmine CRM Software