How to Create Content that Contributes to Sales From Bethany Fagan at PandaDoc

Content starved marketing departments are constantly searching for content of whatever ilk to feed the ravenous public, be they prospects or customers.  Salespeople are frustrated by content deliveries that don’t exactly pertain to the prospects need and is therefore useless.  Even if the right content is created this month, it is often out of date within a short period of time and no one is pleased.  In this program, Bethany Fagan, Content Marketing Manager at PandaDoc discusses how to satisfy both sales and the prospects with content that contributes the most to sales.

About our Guest Bethany Fagan

Bethany Fagan is the Content Marketing Manager at PandaDoc. She has over 10 years in the sales and marketing industry and loves crafting new stories and testing new content distribution channels. Outside the office, she spends her time reading, working out at Orangetheory or trying a new Brooklyn brewery with her husband and two French Bulldogs Tater Tot and Pork Chop.


PandaDoc provides software for sales teams focused on winning deals. PandaDoc simplifies the process to create, approve, and eSign proposals, quotes, and contracts. With powerful document creation and workflow capabilities, PandaDoc customers close deals fast, trust their forecasts and stand out from the crowd.  For more information, visit

Why Companies Fail - Quick Ways to Turn Around Failing Sales

56reasons-cover_150x197This white paper on the Sales Lead Management Association website, year after year, is one of the most popular works published on the site.  

The following are 56 reasons I have found why companies fail. Of course, there could be hundreds of faults, but I have found these 56 to be the main causes of most failures. Some have immediate fixes, some are things to avoid, some are long-term fixes, some cost money, and some simply require policy or rule changes and common sense.

‘How to Turn Around Failing Sales’ -White Paper

Author and publisher James Obermayer nails the 56 reasons companies fail to reach sales forecasts and what to do about it.

The Funnel Media Group (FMG) has released a white paper entitled How to Turn Around Failing Sales: Fifty-six reasons companies fail to reach revenue forecasts and what to do about them. 

The author, Funnel Media Group Publisher James W. Obermayer, draws on 20+ years of experience as the principal of Sales Leakage Consulting.

He is also the producer for the Funnel Radio Channel programming and founder of the Sales Lead Management Association, all of which are part of FMG.   The ebook, released through the Sales Lead Management Association ( a FMG company) is free, not gated and can be accessed here.

Why it’s Important:

 "Of course, there are many reasons why sales dump at mid-year.  But I have found these 56 to be the main causes of sales failure. Some have are easy fixes, some are things to avoid, some are long-term fixes, some cost money, and some simply require policy or rule changes and common sense. Most can have an immediate impact."

James  W. Obermayer

This ebook is unique.  It not only lists 56 ways to turn around failing sales, but also grades each tactic with ascending dollars signs from one to five to indicate the ROI that can be expected by addressing the issue.   Offered as a PDF form, the ebook allows the reader can fill in spaces to assign a specific problem area to a named individual, with a place to enter the date by which the reader wants the issue fixed.

How to Turn Around Failing  Sales, also references books and white papers that can assist the reader.  Those referenced did not pay to be a part of the work. 

The work is divided into five sections:

  1. Sales and Management Problems
  2. Marketing Management Fixes
  3. C-Level Management Challenges
  4. Incentive Compensation and Quota Failures
  5. Hiring the Right People: Training and Testing

White Paper Title: How to Turn Around Falling Sales

Subhead:  56 Reasons companies fail to reach revenue forecasts and what to do about them.

Length: 25 pages including photos and illustrations.

Links to other information: Nine

Summary:  This is a list of reasons why sales fail to make forecast from the experience of the author.  It is a fast, easy read that strikes at the heart of sales issues faced by most B2B companies at one time or another in their sales year. 

Readership Profile:

  • CEOs
  • Presidents
  • CFOs
  • Sales Management
  • Marketing Management

ebook Link

About the Author: James Obermayer is the president and publisher of the Funnel Media Group.   He is a four-time B2B book author and founder of the Sales Lead Management Association.

About the Funnel Media Group:  The Funnel Media Group (FMG) owns the Funnel Radio Channel, Sales Lead Management Association and Sales Leakage Consulting.   The Sales Lead Management Association (SLMA), founded in 2007, has 6,900 worldwide members.  The Funnel Radio Channel  (FRC) publishes live streaming internet radio programs (and follow-on podcasts) for at-work listeners.  

Explaining How to Find a Natural Born Sales Person - Karen Caplan

Is it possible to find a “natural-born” salesperson? Of course, says Karen Caplan, President, and CEO of Frieda’s Specialty Produce in Los Alamitos, California.  It’s often been said that the hardest thing for business leaders and owners to do is hire good salespeople.   What’s most important in hiring salespeople? Experience? Aptitude? Culture? What does an experienced CEO of a highly successful business value most?  She values the natural born salesperson and has learned how to find them.

This could be the most rewarding 6 minutes you’ll spend all year.

This program is an extract from an interview with Karen Caplan on January 14th with host John Asher of Asher Sales Sense: Two Things CEOs Should Look for in Hiring Top-Performing Salespeople

About Karen Caplan

640 x 640 Asher Strategeis Radio showcard (8)Karen Caplan knows jack…fruit, among many other exotic fruits and vegetables. After all, produce is in her blood. 

The eldest daughter of produce trailblazer Dr. Frieda Rapoport Caplan, founder of Frieda’s Specialty Produce and the first woman to own a produce company in the U.S., Karen graduated from UC Davis with a Bachelor of Science in Agricultural Economics and Business Management and entered into the family business. 

Now the co-owner, president, and CEO of Frieda’s, Karen is a produce industry leader. She was the first female chairperson of the United Fresh Produce Association and the first female president of the Southern California-based Fresh Produce & Floral Council.

She has served on numerous boards and leadership positions, including as chairman and vice-chairman of the USDA Fruit & Vegetable Industry Advisory Committee and board member of the Federal Reserve Bank, Los Angeles branch, and the Second Harvest Food Bank of Orange County.

Karen is a frequent keynote speaker and panelist on leadership, innovation, and produce trends. She also writes a weekly blog, “What’s on Karen’s Plate?”. Connect with Karen on Twitter @Karen_Kiwi and on LinkedIn.


Asher Sales Sense is hosted by John Asher and Kyla O’Connell of ASHER Strategies which is a program on the Funnel Radio Channel.  ASHER Strategies is the sponsor of ASHER Sales Sense. 

ASHER Strategies   Funnel Radio Podcast Channel by the Funnel Media Group, LLC

Do You Have a Sales Lead Management Process Definition

Stu-no-time-skydivingDoes your company have a sales lead management process defined to track follow-up of leads and marketing productivity?  Having a CRM system isn’t a process.  Using a marketing automation system is a step in the process but isn't the total process. 

The sales lead management process crosses countless departments; numerous software systems, and a multitude of outside agencies. If you have not defined the sales lead process, this is as bad as not defining a sales process.  

Why it Matters

"Failure to have a sales lead management process mapped out will send salespeople on fools errands and waste marketing dollars "

James Obermayer , Founder of the Sales Lead Management Association

Chart it out and find out where the break down is in lead processing.  How many departments are involved?  How many agencies create leads for you? How many software packages touch the lead?  Who is in charge of it all, or is it no one?

How do you address the needs of your future customers? Do you track the follow-up of the inquiry by the salespeople? Are marketing campaigns judged on their successes based on sales produced?   Are all of the various marketing and sales software programs talking to each other? 

This is one of 56 reasons sales are down in the ebook:  56 Ways to Turn Around Failing Sales 

The ebook is not gated.  


Salespeople are Quick or they are Dead.

Why Sales Lead Management Software is Separating Itself from CRM

It was just a matter of time before CRM Software took another hit with the breakoff of Sales Lead Management as a separate platform.  Companies formerly known as CRM Software companies are assuming the new marketing position as Sales Lead Management Software Companies. 

20200130-slma-showcard-paul-jimThis program is offered as a replay from CRM Radio’s show of January 23, 2020, where CRM Host Paul Petersen and Sales Lead Management Association founder, Jim Obermayer, discuss the modern definition of Sales Lead Management, how some companies are separating themselves from being defined as just CRM solutions and what salespeople expect from marketing and sales management. 

They discuss the crowded fields of CRM, Marketing Automation, ABM, and the resurrected field of sales lead management.  Obermayer is also the President of the Funnel Media Group an internet radio and podcast production agency for B2B companies.  Obermayer has written two books on Sales Lead Management. 

Paul Petersen is the Vice President and General Manager for GoldMine CRM and is the host of CRM Radio.

The original program on CRM Radio is found here: Follow My Lead – Insights for 20/20 Lead Management


SLMA Radio is hosted by James Obermayer of Funnel Media Group which is a program on the Funnel Radio Channel.  Funnel Media Group is the sponsor of SLMA Radio

Funnel Media Group, LLC   Funnel Radio Podcast Channel by the Funnel Media Group, LLC

Mark Coronna Hosts ‘The Practical CMO’ Radio Show on the Funnel Radio Channel

The Funnel Media Group Announces a New Program on Their Live Weekly                                    Internet Radio Lineup - The Practical CMO, Sponsored by Chief Outsiders

Jan 25, 2020 - - Lynden, WA - - The Funnel Radio Channel, a live-streaming internet radio station, announced new programming for business-to-business listeners called The Practical CMO.  The Practical CMO is one of 15 programs on the Funnel Radio Channel, which offers weekly live programming on Wednesdays and Thursdays, with podcast replays available anytime.

Listen to the Most Recent Broadcast:

Susan Finch, Vice President of Operations for Funnel Media Group and senior producer on the channel said, “Mark Coronna is a Partner and CMO with Chief Outsiders, an organization of 70-plus outsourced CMO consultants.  These are the CMOs who lead other CMOs to successful outcomes.  We look forward to new CMO thought-leadership programs on the Funnel Radio Channel, as Mark brings years of CMO experience to his listeners.” 

The show host, Mark Coronna said, “I’m looking forward to bringing practical guidance around timely topics to the audience. I’ve realized as a marketing and sales executive how much of a need there is for strong guidance on topics like: horizon growth, revenue pipeline management, conversion from a funnel model to a more efficient and effective pipeline, building compelling value propositions, and a host of other “Big M” marketing topics. That’s what we’ll be discussing with other industry experts.”    

Art Saxby, CEO of Chief Outsiders said, “We’re thrilled that Mark is hosting this important program. His extensive experience helping companies find new and sustainable ways to grow will bring tremendous value to his audience of business leaders.”

About the Practical CMO

The live program can be heard on the fourth Thursday of each month at 12 noon PST time through this Listen Live link.  Podcast replays are available here.

The goal of The Practical CMO is to provide listeners with relevant, timely content on issues and opportunities related to marketing and sales performance. Tune in for up-to-date discussions on programs like account-based management, new hiring and retention practices, and programs to drive improved revenue performance. The program addresses techniques like ideal customer profiles and the power they bring to improve customer acquisition, effective digital programs, and ways to get the highest return from marketing and sales investments and programs. 

About the Host, Mark Coronna

Mark Coronna is an Area Managing Partner & CMO for Chief Outsiders. Mark is a globally experienced executive with a track record of helping businesses diversify, grow, and adopt innovative, cost-effective, high-return marketing strategies.  With his experience as a marketing, sales, and operations executive, Mark helps transform go-to-market programs. His passion is to help leadership teams accelerate revenues and profits. Coronna has authored over 35 articles and four eBooks on topics such as building compelling value propositions, account-based marketing, and improving lead generation and qualification using an Intelligent Sales Pipeline™ (

 Chief Outsiders

Chief Outsiders, LLC is a nationwide "Executives-as-a-Service" firm, with 70 part-time, or fractional, Chief Marketing Officers (CMOs) engaged from coast-to-coast. Unlike other strategic marketing and management consulting firms, each CMO has held the position of VP Marketing or higher at one or more operating companies. Chief Outsiders have served on the executive team of over 850 client companies to drive growth strategy and execution plans for a fraction of the cost of a full-time executive.

Because of its market-based growth plans, quality of leadership, and experienced team, Chief Outsiders has been recognized for the past six years by Inc. Magazine as one of the 5,000 fastest growing privately held companies in the US, and was recognized in 2019 as a Forbes Small Giant.

 About the Funnel Radio Channel

Funnel Radio produces live-streaming internet radio programs and follow-on podcasts. Each program reaches listeners during a live broadcast, in their offices, cars, while exercising, or on vacation. Podcast replays are available for each show. Some shows on the channel include: Revenue Rebels, Inside Inside Sales, Sales Pipeline Radio, Revenue Optimization Radio, Asher Sales Sense, Market Dominance Guys, and WVU Marketing Communications.  Interested program hosts are encouraged to contact producer James Obermayer at (360) 933-1259 or  Funnel Radio is a division of the Funnel Media GroupTM, LLC.   

# # #

When the Company President Fails to Solve Marketing and Sales Bickering



At one time I believed that conflicts between sales and marketing were so much trash talk between competing teammates.  When confronted with the question of which blade of the scissors is most effective it is obvious that one can’t do the job without the other.   And then I looked more closely and saw the real problem, a timid company president. 

Why it Matters

When the trash talk between marketing and sales becomes acrimonious and defensive, biter and nasty, the timid company president is to blame. 

Leadership has its responsibilities to minimize conflict within the company for the benefit of the investors and the bottom line.  When the issue between sales and marketing is allowed to fester it can only be laid at the doorstep of the company president.   

If the presidents didn’t get a grounding in sales or marketing early in their careers, they are forever avoiding the nonsense that their sales and marketing managers perpetuate as they point fingers at each other because of failed revenue attainment.

In this interview with Patrick Morrissey, General Manager of Overland Altify, we discuss how Patrick has solved this issue to get sales, marketing, and customer service to work together.   His approach may surprise you.

About Patrick Morrissey

Patrick Morrissey is the General Manager at Overland Altify, responsible for all operating aspects of the company.  Prior to becoming the GM Patrick was the CMO for Altify.  Morrissey is also the host of Revenue Optimization Radio sponsored by Overland Altify.

Prior to joining Altify, he was CRO of Simpplr, and has held multiple executive positions in sales and marketing at Salesforce, DataSift, Savvion and Business Objects. 

You May Also Like:  

How Did the Revenue Team Get Lost in Translation?  - Pat Morrissey

5 Questions to Prioritize Your Sales Enablement Budget for 2020  - Pat Morrissey

Cracking the Content Code - Morrissey Reports From the Seismic Shift Sales Enablement Conference


SLMA Radio is hosted by James Obermayer of Funnel Media Group which is a program on the Funnel Radio Channel.  Funnel Media Group is the sponsor of SLMA Radio

Funnel Media Group, LLC   

How Does a Sales Manager's Team Sell When 75% of the Time there's No Plan?

Did you know that on average only 25% of B2B sales managers have a sales plan? Aside from a forecast, compensation plan, and territory alignments and additions, 75% of sales managers aren’t creating a written, objective-strategies and tactics plan similar to a marketing plan.

Hey, a sales forecast is not a sales plan.  It isn't too late to save your year. 

Why It Matters

It's stunning when you think about it, 75% of the sales manager's in B2B start the new year with no plan. Just a forecast.  How stupid is that?  What are the company presidents thinking that allows this to happen? 

640x640-funnelradio-20200109Our guest this week, Matt McKnight, Founder of McKnight Advisors LLC, a Sales Xceleration Partner, says few managers have a SWOT, customer plan, target market programs, territory expansion strategies, a tactical action plan, customer attrition and margin calculators, product introduction schedules, or a multi-year revenue plan. In other words, they are flying blind and hoping to make a forecast. Hope is not a sales plan. Listen and learn.

Our Guest Matt McKnight

Matt is the President and Founder of McKnight Advisors LLC, a Sales Xceleration Partner.  His firm helps customers launch, expand or improve their sales operations to accelerate revenue growth. With a 30-year history of sales leadership, Matt has extensive experience and success in start-up, private and public companies. His company’s approach is based on accountability, transparency, integrity, and trust focusing on the people, process and strategy to achieve sustained growth for its customers.

Matt McKnight can be reached at 847.867.5963 and at


Sales Xceleration Background (

With over 100 Advisors across North America, Sales Xceleration provides outsourced sales consultants to small businesses and mid-sized corporations that want to drive revenue growth.  In 2019, Inc. magazine announced that Sales Xceleration is No. 2353 on its Annual Inc. 5000 list, the most prestigious ranking of the nation’s fastest-growing private companies. 


Funnel Radio Channel  Funnel Radio Channel is hosted by James Obermayer, which is a program on the Funnel Radio Channel.  

 Funnel Radio Podcast Channel by the Funnel Media Group, LLC