Who Creates the Most Wealth? Sales or Marketing? Mark Coronna of Chief Outsider Opines

Some might say there's an easy answer to this question, “it’s sales right?”  And yet,  when you delve into the many facets of marketing’s long and short-term initiatives with Mark Coronna, CMO for Chief Outsiders, he makes a strong case for marketing’s superior contributions. 

Of course, marketing feeds the pipeline, manages the product lines and creates all of the marketing support and this is short term in nature.  Beyond this, Mark points out the long term contributions of tangible value, which Booz Allen Hamilton says can be worth a double-digit revenue and profit number when a marketing manager is considered a growth Champion; listen and be surprised.

About Mark Coronna

Mark is an Area Managing Partner & CMO for Chief Outsiders. Mark is a globally experienced executive with a track record of consistent growth, turnaround and repositioning expertise across multiple industries.  He uses digital marketing to transform go-to-market programs and his passion is to help leadership teams accelerate revenues and profits.

Mark has authored over 35 articles and four eBooks on topics such as account-based marketing, building compelling value propositions and improving lead generation and qualification using an Intelligent Sales Pipelinetm  (https://contact.chiefoutsiders.com/improving-lead-gen-ebook)

About 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 800 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. Chief Outsiders’ CEO Art Saxby and Principal Pete Hayes are the co-authors of “The Growth Gears: Using a Market-Based Framework to Drive Business Success,” an Amazon #1 best-seller for business owners and CEOs. For additional information about the companies who trust Chief Outsiders as their premier source for business growth acceleration, click here 

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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 Radio Podcast Channel by the Funnel Media Group, LLC


Funnel Radio Line Up November 7

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Aired Wednesday at 10 am - Market Dominance Guys with Corey Frank and Chris Beall

Messaging Eats Product for Breakfast

 


9 am - INSIDE Inside Sales by VanillaSoft hosted by Darryl Praill

Guest: Julia Shapiro, Director of Sales, Oktopost
The Human Element


9:30 am - Revenue Optimization Radio by Altify hosted by Patrick Morrissey

 


10 am - WVU Marketing Communications Today by West Virginia University hosted by Matthew Cummings

Guest: Susan Jones
Are the Teachings of Trout and Ries Relevant in 2019?

Listen live >


10:30 am - Revenue Rebels by DemandLab hosted by Rhoan Morgan

Guest: Eric Hollebone
Leading Digital Transformation Within Your Organizations


11 am - CRM Radio by Goldmine CRM hosted by Paul Petersen

Guest: Susan Finch
Fill Your Contact List with Real People, Not Data

Listen live >


11:30 am - Sales Pipeline Radio by Heinz Marketing hosted by Matt Heinz

Incremental vs Exponential Thinking: Why It Matters & How to Do It

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12 pm - Asher Sales Sense by ASHER STRATEGIES hosted by John Asher

Guest: Staci Redmon, Founder and CEO, Strategy and Management Services (SAMS)
How Digital Transformation is Disrupting Government Information Support Solutions


12:30 pm - Funnel Radio by Funnel Media Group, LLC hosted by James Obermayer

Guest: Matt Heinz
Matt Heinz Answers Why Marketers are Builders of Wealth

Listen live >


1 pm - Road Warrior Radio by Lola.com hosted by Ryan Ball

Guest: Corey Beale, Executive Vice President, AdminHub
Face to Face is Part of the Deal


Funnel Radio Line Up October 31

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9 am INSIDE Inside Sales by VanillaSoft hosted by Darryl Praill

Anthony Iannarino
9 Ways for Salespeople to Find Fast Success


9:30 Revenue Optimization Radio by Altify hosted by Patrick Morrissey

Melissa Church, Executive Director, UnitedHealth Group
Building the next generation of Women in Revenue Leadership


10 am WVU Marketing Communication Today by West Virginia University hosted by Michael Lynch

Jim Copacino, CCO & co-founder, Copacino + Fujikado
How To Write Effective Creative Briefs. And Why It's Important.


10:30 am SLMA Radio by Funnel Media Group hosted by James Obermayer

Listen live >


11 am CRM Radio by GoldMine CRM hosted by Stacy Gentile

Mario Martinez
Why Buyers Take Their Connected Devices into the Bathroom – Mario Martinez Short Podcast

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11:30 am Sales Pipeline Radio by Heinz Marketing hosted by Matt Heinz

Edward Roberts
Lessons on ABM from Inside the Trenches: Fine-Tune Your Strategy for 2020

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12 pm Asher Sales Sense by ASHER STRATEGIES hosted by Kyla O'Connell

Steve Brazell
Perception Trumps Reality-Standout to be Credible, Yes it is the B-Word


12:30 Rooted in Revenue by SusanFinch.com hosted by Susan Finch

Kristina Smallhorn - your real estate whisperer
Online reviews - why should you be scared?


 


-mdgshowcards-400Did you miss yesterday's episode of the Market Dominance Guys by Connect and Sell, hosted by Chris Beall and Corey Frank? 

Topic: The Hard Truths About Taking VC Funding

Catch it here >


Pros and Cons of Social Media, Are There Enough Hours in the Day to do Anything Else? Paul Petersen Podcast

Yep, if we fully used all the social media outlets at our disposal, who would have time for work, at least that’s the inference of the discussion about social media between Radio Producer Paul Roberts and the host of CRM Radio Paul Petersen.  Petersen and his side-kick Paul Roberts talk about the pros and cons of social media, the time devoted to it and the difficulty of measuring the return on time invested.    

They discuss Alignable (small business networking) and Linkedin, the love hate attraction of social media networking, and how content management fits into the picture. The program is occasionally humorous, as these two talk about appropriate content for social channels, cross-linking, and they compare the pain of CRM and Social Media adoption. 

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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 Radio Line-up October 24

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9 am - INSIDE Inside Sales by VanillaSoft hosted by Darryl Praill

Guest: Randy Riemersma,
Emotions, Numbers, and Goals


9:30 am - Revenue Optimization Radio by Altify hosted by Patrick Morrissey

Guest: Toby Murdock, GM of Upland Kapost
Cracking the Code on Content and Customer Experience


10 am - WVU Marketing Communications Today by West Virginia University hosted by Karen Freberg

Guest: Mary Prevost
Staying social on social media with really good content


10:30 am - SLMA Radio by Funnel Media Group hosted by James Obermayer

Guest: Jocelyn Brown, Allocadia
The Payoff When Customers are the Center of Everything for Marketing and Sales


11 am - CRM Radio by GoldMine hosted by Paul Petersen

Guest: Andrea Waltz
”Go For The No, Yes is the Destination, No is How You Get There”

Listen live >


11:30 am - Sales Pipeline Radio by Heinz Marketing hosted by Matt Heinz

Guest: Kevin Knieriem
How Sales, Marketing and Customer Success Can REALLY Co-Exist

Listen live >


12 pm - LeadGenius Radio by LeadGenius hosted by Prayag Narula

Guest: Brian Vass
Vetting Martech Vendors for Sales & Marketing Alignment


12:30 pm - Table Fries by lola.com hosted by Jeanne Hopkins

Guest: Kelsey Duryea, Sales, Lola.com
Take a risk and embrace failure to add to your skills.


1 pm - Road Warrior Radio by lola.com hosted by Ryan Ball

Guest: Mark Roberge, Stage 2 Capital
The Perspective of Revenue

Listen live >


Without Accurate Attribution of Digital Marketing, CMOs Can be Failing and Not Know it - Tessa Burg Podcast

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Barriers to Measuring ROI

Tessa Burg, VP of User Experience and Technology Strategy at Tenlo, says that B2B marketers that want to track the ROI of their digital efforts would be wise to consider an Attribution Model.  Lead sources should no longer be simply attributed to one source and neither should the credit be given to that source for the eventual sale. To access the true ROI of each marketing channel, B2B companies must find ways to adjust their traditional success metrics.

In this easy to follow podcast, you will learn the five easy pieces of the puzzle that every marketer needs to solve in order to be more accurate in reporting sales to one or many sources.

More about Marketing Attribution can be found in an article Tessa authored, “The Customer Journey and the ROI of MarketingSales and Marketing Management Magazine, Sept/Oct 2019, page 16.

About Tessa Burg

Tessa Burg is Vice President of User Experience and Technology Strategy at Tenlo, a pipeline marketing company that focuses on engaging high-value prospects with relevant buyer experiences that get results.

About Tenlo 

Tenlo, an AMG company, has a specialized team of pipeline marketers. We focus on engaging only high-value prospects with relevant buyer experiences that get results.

Our parent company was incubating different marketing approaches designed to accelerate prospects through the sales pipeline to close sales faster. This approach, coined pipeline marketing, was such a game-changer for clients that AMG chose to roll out a company devoted to the practice. That’s when Tenlo was born.

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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 Line-up October 17

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9 am INSIDE Inside Sales by VanillaSoft hosted by Darryl Praill

Denis Champagne, the CEO of Lotus Communications
The Power of Your Voice


9:30 am Revenue Optimization Radio by Altify hosted by Patrick Morrissey

Designing an actionable account planning program. 

Listen live >


10 am WVU Marketing Communications Today by West Virginia University 

Tzeitel Haviland
The Value of a Programmatic Media Approach

Listen live >


10:30 am SLMA Radio by Funnel Media Group with guest host Tom Judge

Mark Coronna CMO Chief Outsiders
ABM Use Case: Lessons from the Front and How it’s Impacting Sales Pipelines

Listen live >


11 am CRM Radio by GoldMind CRM hosted by Paul Petersen

Marketing Stats and Hidden Meanings

Listen live >


11:30 am Sales Pipeline Radio by Heinz Marketing hosted by Matt Heinz

David Keane - Bigtincan
Will AI Replace Sales Professionals? Finding The Right Balance Between Sales Automation and a Human Touch
Listen live >


12 pm Asher Sales Sense by ASHER STRATEGIES hosted by Debb Borchardt

Kyla O'Connell
Three Techniques Elite Salespeople Leverage During the Sales Process


12:30 pm Revenue Rebels by DemandLab hosted by Rhoan Morgan

Kristin Roberts
The Role of Product Marketing in Supporting the Sales Process

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1 pm Road Warrior Radio by Lola.com hosted by Ryan Ball


Funnel Radio Line Up October 10

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9 am - INSIDE Inside Sales by VanillaSoft hosted by Darryl Praill

Guest: Richard Conde
5 Steps to Improve Cold-Call Communication


9:30 am - Revenue Optimization Radio by Altify hosted by Patrick Morrissey

Guest: Lance Walter, CMO Neo4j
Lance Walter: Sales and Marketing Alignment is Easier than You Think


10 am - WVU  Marketing Communications Today by West Virginia University

Dennis Yu, Chief Executive Officer, BlitzMetrics
The Future of Work in Social Media

Listen Live >


10:30 am - SLMA Radio by Funnel Media Group hosted by James Obermayer

Guest: Tessa Burg, Tenlo
Listen Live >


11 am - CRM Radio by GoldMine CRM hosted by Paul Petersen

Guest: Patrick Renvoise
Selling Isn’t about Pushing Features It’s about Diagnosing – Patrick Renvoise Podcast


11:30 am - Sales Pipeline Radio by Heinz Marketing hosted by Matt Heinz

Guest: Lindsay Pedersen
The Power of Brand in B2B: Best Practices from a Modern Master

Listen Live >


12 pm - LeadGenius Radio by LeadGenius hosted by Mark Godley

Guest: Erik Taylor, FinancialForce
How a Company Aligned with LeadGenius to Double Selling Activity by 50%


12:30 pm - Table Fries by Lola.com hosted by Jeanne Hopkins

Guest: Susan Trudeau
Take a chance and do what you love.


1 pm - Agile Operations Radio by Lola.com hosted by Mike Volpe

Guest: Rob May
CEOs want to hear the bad news, not the complaints.


Funnel Radio Line Up Oct 3

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9 am Pac - INSIDE Inside Sales by VanillaSoft hosted by Darryl Praill

Ashleigh Early
The Strength of Soft Skills


9:30 am Pac - Revenue Optimization Radio by Altify hosted by Patrick Morrissey

Paul Maher, CEO Positive
Category Creation – A strategy for competitive advantage


10 am WVU Marketing Communications Today by West Virginia University hosted by Karen Freberg

Melissa Agnes
Building crisis readiness into the skillsets of students


10:30 am Revenue Rebels by DemandLab hosted by Rhoan Morgan

Randy Frisch, Uberflip
F#ck Content Marketing: It’s All About Content Experience


11 am CRM Radio by GoldMine hosted by Stacy Gentile

Josh Miles
Why the Marketing Stack is Threatening Marketing Management

Listen Live >


11:30 am Sales Pipeline Radio by Heinz Marketing hosted by Matt Heinz

Jon Ferrara, CEO, Nimble
How to Build a Community of Micro-influencers to Drive Your Business

Listen Live >


12 pm Asher Sales Sense by ASHER STRATEGIES hosted by John Asher

Mark Bronfman, Private Wealth Advisor, Sagemark Consulting/Lincoln Financial Advisors
Sales and Incentives in the New Economy


12:30 pm Agile Operations Podcast by Lola.com hosted by Mike Volpe

Christina Luconi
Why Italian Cooking and People Operations are Similar - Christina Luconi Podcast


1 pm Road Warrior Radio by Lola.com hosted by Ryan Ball

Josh Allen
Let's have a real conversation.


Ten Reasons Why Podcasting is Popular as a Digital Strategy

IStock-597649690Podcasts, where executives in the company assume a public leadership position by discussing important topics in their industry, can be a vital part of their marketing strategy.  

There are ten reasons why you should consider using a podcast as part of your digital lead generation program. 

Podcasts: 

  1. Create thought leadership and personal branding for the host commentator and his or her company
  2. Have an authenticity with a talk radio format compared to webinars which are pure sales tools and the listeners know it
  3. Podcasts have a long life without an expiration date: new listeners tune in continually
  4. Find listeners from a live audience (if the show originates as an internet radio program) and feeds listeners and hundreds or thousands of podcasts listeners
  5. Generally cost 80%-90% less than webinars with a greater audience reach over a longer time period
  6. Are listened to by digitally connected people 24/7 away from the office
  7. Take little time for the hosts – typically 30 minutes per program – no rehearsals,  PowerPoint, or talking heads
  8. Create substantial content for use in blogs, collateral, books, newsletters, ebooks, etc.
  9. Are accessed from sites other than your own via guests and syndication
  10. Create testimonials when the host interviews the company's customers

Whether the host is your president, CRO, CSO, CMO or product manager on a rotating basis, B2B companies benefit from a Radio/Podcast programs.   See our current line up on the Funnel Radio Channel here

If you’d like to know more  about hosting your own podcast, consider joining the programs on the Funnel Radio Channel, click here.

Related:

16 Ways a Podcast Creates Useable Content

Online Radio/Podcasts continue to Grow - Pew Research Report Review

How Podcasts are Replacing old B2B Thought Leadership Tactics

How Internet Radio Reaches At-Work Listeners with Work-Related Content

The Power of Radio: Building Trust, Credibility (and Pipeline)