Why are Sales Processes Lagging? Jonathan Farrington and Peter Gillett Duel it out

Funnel Radio line-up for Jan 11, 2018



10:30 am - SLMA Radio with host, James Obermayer

Guest: Bill Walker, Unison
Topic: Bill Walker of Unison Reveals How to Implement Voice of the Customer Marketing


Voice of the Customer sounds wonderful, and doable, and gee whiz why not do it? And yet, as many have found, implementation takes more than wanting and writing a check. In this program we talk about VOC with Bill Walker, Chief Revenue Officer at Unison. Walker has successfully implemented a VOC process for collecting and implementing direct customer feedback. He believes that this is the most important thing you can do as a corporate and that it is more productive than leveraging outside agencies, focus groups, or executive voices. The host in Jim Obermayer.


11:00 am - CRM Radio with guest host, John Asher @ASHERSTRATEGIES

Topic: Latest Worldwide Research by Neuroscientists:
How Their Results Apply to Human Communications and Decision-Making.


Neuroscientists have proven that the mind works in methodical and predictable ways in making decisions. Because of this research, marketers and salespeople world-wide are taking “neuromarketing” more seriously as they explore ways to create demand and close leads based on this decision making research. During this program CRM Radio host and author John Asher will discuss the latest research and how it can change the way salespeople sell and service the customer. John is an author, entrepreneur and the CEO of Asher Strategies. His company has trained over 35,000 salespeople world-wide and he has recently (November 2017) published his book: Close Deals Faster: The 15 Shortcuts of the Asher Sales Method .


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

Guest: Alex Terry, CEO, Conversica @AlexTerry @MyConversica
Topic: Lead follow-up failure. Whose fault is it?


Join us LIVE 11:30 am PST Thurs. 1/11/18 when Alex Terry, CEO of Conversica joins us to talk about the findings of the highly regarded 4 P's Report.

For the third year in a row, Conversica commissioned an in-depth study tracking lead follow-up efforts of B2B and B2C companies across a number of different industries. In 2017, they found that a staggering 77% of companies under-touched their leads.


12:00 pm - P.I.C.N.I.C. Podcast by Ipswitch, with host, Kevin Conklin @KevinConklin @ipswitch

Guest: Scott Foote, Cybersecurity Expert
Topic: The Evolution of IT Security Threats


During this episode, we want to spend a bit of time studying and answering a few points:

  • How did we get here? To the point where the majority of the commercial infrastructure we rely on today cannot be trusted?
  • Who are these Threat Actors? How can they continue to prosper and grow in light of so much visibility now on things like massive data breaches?
  • Why is it so hard for Cyber Defenses to keep up with the threat?
  • What major trends do you see unfolding between now and 2020? Both the evolution of the Threat, and the evolution of Cyber Defenses?
  • What advice do you have for our audience as they watch this global storm-front building on the horizon?
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