“The Salesperson Didn’t Do It” is Just a Marketing Excuse
John Asher Gives us a 2 Minute 45 Second Sales Coaching Tip

Funnel Radio Line-up March 1, 2018


10:30 PAC call in to SLMA Radio - Topic: Is Marketing Now the Owner of the Pipeline? Jim Obermayer is the host with the commentary this week. Guests may call in on the studio lines at:   949-330-7761   or  949 330 7762 Followed by Rooted in Revenue where Lany Sullivan covers Your Event Timeline, Susan Finch's segment is about focusing on the tasks that make you money, rather than penny pinching on web services. Matt and Jill Konrath are on Sales Pipeline Radio, Your Crazy-Busy Buyer: How To Break Through, Build Value & Get the Sale and then Neelesh Varde with Cyndi Greenglass on WVU MarCom Today: Time to declutter your data and create your own narrative story



10:30 SLMA Radio LIVE with call ins

Topic: The Argument: Marketing Now Owns the Pipeline


Jim Obermayer is the host with the commentary this week. 
 Guests may call in on the studio lines at:   
949-330-7761   or  949 330 7762

The sales pipeline, aka the sales funnel is the long-standing measurement of the past, present and future for a company.  In the not too distant past marketing dumped demand into the beginning (top) of the pipeline and sales took responsibility for the rest of the process.  For years marketing has chipped away, usually unintentionally, at various steps of the sales pipeline to aid the salespeople.  Most of this is made possible by marketing automation and telemarketing being managed by marketing.  After reading some of the more recent research from Velocify of late and comments by people I respect, I think that the sales pipeline ownership has finally shifted from sales to marketing.  Marketing in more sophisticated companies probably manages more than 50% of the pipeline steps now and to me that means ownership has shifted.   




11:00 am Rooted in Revenue with Hosts: Lany Sullivan @eventsbylany and Susan Finch @susanfinchweb

Topic Segment 1: Your event timeline


When planning an event, meeting, retreat, workshop or conference you will want to build out a timeline for your event. Certain elements of your event need to be reserved, contracted, ordered and paid for by a specific time frames prior to the event. If you have a member of your team managing this part of your event, you will want to ensure that they have the proper information and authority to complete tasks and sign contracts on your behalf.

Most large events are planned 12-18 months in advance, but here is a good guideline to follow depending on how often you are running your event.



Topic Segment 2: Don't lose revenue by DIY-ing your website maintenance, or skipping it altogether.


Yes, we all know a guy, or a kid or a neighbor who “does” websites and can help us for $12/hour and a case of beer. But is that who you want maintaining your site? You are building a business, a division, launching a product, a book and event - don’t trust the results of your efforts to someone who only has evenings and weekends available to you to keep it running smoothly and efficiently. Your website is more than your online brochure, it’s your first impression, the gateway to your sales funnel, and ultimately your revenue.


11:30 Sales Pipeline Radio hosted by Matt Heinz @heinzmarketing

Guest: Jill Konrath @jillkonrath
Your Crazy-Busy Buyer: How To Break Through, Build Value & Get the Sale



12:30 WVU Marketing Communications Today hosted by Cyndi Greenglass @directchick

Guest: Neelesh Varde, Global Product Manager at Roquetta
Topic: Time to declutter your data and create your own narrative story


We have all heard about how you can make your life more balanced when you declutter your closets and your life. But what about your data? Can you really make yourself better understood when you turn your data into a three-act narrative? Today we will hear from Neelesh Varde who will help us unlock the secrets of how to unlock the visually appealing stories in your complex data.

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