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The interview covers:
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Of course, the salespeople own the pipeline, right? Maybe yes and maybe no. With the advent of more sophisticated CRM systems, certainly marketing automation programs and now AI, marketing is getting involved in almost every step of the pipeline. And with involvement comes a responsibility. In this program DAN McDade, CEO of PointClear talks about pipeline ownership and how technology isn’t always the answer if the basics aren’t being addressed:
- Marketing automation doesn’t seem to eat its own dogfood!
Listen while you work, exercise, walk the dog or ride in your car. SLMA Live Radio and Podcast.
We know that clear lines of authority on pipeline (sales funnel) ownership have been blurring. Call it a neglect by salespeople
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Why it Matters:
"In today's environment, that is very data driven...the C suite is trying to make data derived insight based decisions; every marketer needs to have a solid base in analytics."
Today's topics include: 5 Most Important Things Marylou Tyler has learned in business and life. Should Incentives Be Used to Get Salespeople to do Their Job? Confessions of a CMO: The secrets and successes behind B2B’s revenue leaders, and our day ends with: 17 Areas Shaping the IT Operations Marketing in 2018.
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Matt Heinz and Paul Roberts, his announcer for Sales Pipeline, debated the pros and cons of podcasting. They discuss storytelling, the importance of audio, conversations and podcasting (Matt believes podcasts are really unstructured learning time).
While Matt is a B2B math marketer he likes technology such as podcasts that set him and his company apart from firms that haven’t embraced storytelling and conversations.
Matt remembered being at a conference when a CMO he had been trying to reach recognized his name from Sales Pipeline Radio.
Why it Works
"Podcasts are true social selling; give first and ask later."
Paul Roberts - OC Talk Radio