Marketers are the (Re)Builders of Wealth

IStock-534889237Yeah, yeah these are difficult times, but marketers are always faced with difficult times.  It is every marketers job to over-come difficult times, be it market crashes, governments that stop buying, recessions, product failures, competitors, international meltdowns, hurricanes, tornadoes. earthquakes or COVID-19.    As marketers we've been there and done that and always found a way to recover because that's what we do.   That's why we were hired, we perform in the most difficult of times. 

"Nothing happens until the sale is made," is most often quoted as a lead-in to praising salespeople. And the speaker is almost right, but we know that deep in our B2B marketing hearts, it all starts sooner than that.

In B2B, nothing happens until the marketer creates demand. Without the marketer most B2B companies would be regional door knockers; they would not be able to go beyond the reach of their salespeople. Marketing in B2B companies creates Wealth. I mean real wealth. Hardcore, measurable, bottom line profitable dollars that drives the growth of our 8,000,000 plus businesses in the US.


Why it Matters

On any given day the average marketer knocks on more virtual doors, delivers more messages, and is read by more people, than any sales force could possibly accomplish. Marketers and their surrogates, the agencies (on-line, branding, direct marketing, PR) and telemarketing and trade shows are the hammers by which B2B marketers create wealth.


Company presidents use, as a common measurement, their company’s performance by the amount of revenue per employee or per salesperson. But if they were to measure the revenue per marketer in their company they would be astounded. For every 100 salespeople there is a single marketer, sitting in a cubicle late at night, rewriting the words that will create a response on the part of thousands of potential buyers.

For every 5000 salespeople there is an agency creative director who is wrestling with an idea that will ultimately bring in millions of dollars in wealth to the client he or she represents.

But the credit for these creators of wealth seldom makes its way to their office door or to the meager paychecks they bring home. The reason is that too many of them cannot measure their contributions to the wealth of the company. And no one will do it for them.

Marketers must not only create wealth, they must prove it to management. This can only happen if they have a system to verify and pursue beyond all reasonable doubt, that the demand they create, the millions of potential buyers who knock on every B2B company door each day have bought something from their company.

There is one simple answer to this conundrum. Marketers must have the best Sales Lead Management System money will buy. The paltry cost for an accountability system is the only way the real creators of wealth, the marketers, can take their rightful place in B2B society.

My challenge to you, the midnight toilers, and the creators of wealth is, when will you decide that enough is enough? When will you measure what you manage?    Will you accept your responsibility to rebuild your business?  Your country?  Will you be yourself, which is the builder of wealth for your company? 

David Kreiger- How to Manage Remote Employees

Pivoting to Remote Work: How to Keep Your Team Healthy and Productive in the Wake of Coronavirus

David Kreiger, President of SalesRoads, shares his advice on how to manage your teams remotely. Kreiger has successfully used this as his business model for 13 years and has advice for large and small businesses that are confronted with this challenge.

From David Kreiger

Tweet-20200319-funnelradio-kreigerSince our inception 13 years ago, SalesRoads has been an entirely remote company. Over that time, we have perfected the art of managing and motivating a remote team. We have been named to the INC5000 and been named a Great Place to Work 4 years running.

We want to share our knowledge with other professionals and business leaders so they can keep their teams healthy, safe, and productive.

The Knowledge We Want to Share

  • The technological infrastructure you need to take your team remotely
  • How to motivate and coach a remote team
  • How to manage and hold a remote team accountable
  • How to structure effective meetings with remote employees
  • What good communication looks like remotely
  • Addressing feelings of isolation and loneliness when working from home
  • How a remote work environment can allow people to be more productive and have higher job satisfaction
  • The benefits for an organization of having a remote work environment
  • How to create, maintain and foster a vibrant company culture in a remote setting

About David Kreiger

David Kreiger is the Founder and President of SalesRoads, a business-to-business appointment setting, lead generation, and sales outsourcing company. He has been named as one of The Most Influential Leaders in Sales & Lead Management by the SLMA the last four years in a row.

Although the health effects of the coronavirus are top of mind, there is a secondary concern hiding behind the figures on testing and fatality rates. The secondary concern is, of course, its effect on the economy. As many organizations are forced to pivot to a distributed model in order to keep their teams healthy in the wake of the coronavirus, the concern then becomes; how do I keep my team productive?

To mitigate the economic effects of the new global pandemic, learning to effectively manage a remote team should be top of mind for every business leader.

Funnel Radio Channel  Funnel Radio Channel is hosted by James Obermayer, that is a program on the Funnel Radio Channel.    Funnel Radio Podcast Channel by the Funnel Media Group, LLC

Sales Lead Management Software Versus CRM - Ani Chiuzan from Pipedrive

SLMA-twitter (1)

There has been a steady drum-beat of an emerging category of software to manage sales leads.  The category is Sales Lead Management.   While Sales Lead Management is a big tent that encompasses many different disciplines and tools, if you search for the category of sales lead management software there are new entrants that say they aren’t CRM. Or are they?  Are these “entrants” just CRM companies that separate themselves from a crowded field? 

Our guest today is Ani Chiuzan head of customer marketing at Pipedrive.  Ani discusses the basics of a CRM system that salespeople like and what separates CRM from Sales Lead Management Software.

 We discussed:

  1.  Why CRM abandoned its original purpose to serve the sales representatives' needs.
  2. What makes a great CRM system
  3. What salespeople dislike most about CRM systems
  4. Is Sales Lead Management Software really separated from CRM?
  5. What is the difference between CRM and SLMS, or is there a difference?

 About our Guest Ani Chiuzan

Ani Chiuzan is Head of Customer Marketing at Pipedrive, a global sales CRM with more than 90,000 customers worldwide. Ani is a strategic leader and marketer with deep expertise in designing and executing insight-driven marketing strategies supported by rigorous financial expertise.  Her 18-years’ experience includes working with B2C, B2B and SaaS organizations across the globe in sectors such as Telecommunications, IT, Retail, Finance across Europe, Australia, Asia, Africa, US and the Caribbean. Prior company experience includes EE Telecommunications, Velti and Barclaycards.

 About Pipedrive

Founded in 2010, Pipedrive is the first CRM platform developed from the salesperson's point of view. Today, Pipedrive is used by sales teams at more than 90,000 companies worldwide. Pipedrive is the top-rated CRM and has offices in Dublin; Lisbon; London; New York; Prague; Tampa/St. Pete; Tallinn and Tartu, Estonia; and, with the acquisition of Mailigen, Riga, Latvia. Learn more at


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 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