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. 

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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.

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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.

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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.

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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. 

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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:

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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. 

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