Archive for April 18, 2018
Who Owns the Pipeline. The Creators or the Closers
Posted in Uncategorized on April 18, 2018 by OC Talk RadioWho Owns the Pipeline. The Creators or the Closers
Posted in SLMA on April 18, 2018 by OC Talk Radiohttps://www.podbean.com/media/share/pb-p5nik-8f8632
Listen while you drive to Disneyland on iTunes
The pipeline or sales funnel is evolving as marketing becomes more aggressive and sophisticated in the creation of not only sales leads, but qualified leads. It only takes a view of sales funnel models to see that marketing has evolved from top of the funnel suppliers to active participants in many stages of the customer journey. The question is, who owns the pipeline? The creators or the closers? Sometimes marketing is assuming both duties. In B2C marketing is called upon to do both, in B2B not so much.
In this interview The Pedowitz Group’s VP of Sales Scott Benedetti and its CMO and VP of Strategy agree and disagree and then agree again on who owns the pipeline from their unique perspectives. The host is Jim Obermayer.
They discuss:
- Interesting banter between a VP of Sales and a CMO and VP of company strategy
- Who owns the pipeline is the wrong question!
- Why executive level sponsorship is needed
- Why everybody in the company owns the pipeline
- In the reality it is the customer who owns the pipeline
Scott Benedetti serves as Vice President of Sales at The Pedowitz Group where he is accountable for helping TPG and its client organizations achieve measurable revenue results. He is obsessed with helping customers along their Revenue Marketing™ journey to transform their operations from a cost center to a revenue center.
Kevin Joyce is CMO and vice president of strategy services with The Pedowitz Group. He holds a unique combination of marketing skills and sales experience that helps companies to bridge the gap between sales and marketing.
About The Pedowitz Group
The Pedowitz Group (TPG) is a Revenue Marketing™ consulting firm headquartered near Atlanta, Ga. We believe that Marketing is the driver of customer engagement that fuels the revenue engine. Many of today’s successful CMOs are operationalizing business accountability, digital transformation and the customer experience through marketing operations. As your partner, TPG helps you plan, build and optimize your revenue engine by delivering services in MarTech, demand generation and marketing operations.
TPG has worked with over 1,300 clients to enable marketing and sales. Our expertise spans the six major categories of MarTech, including marketing automation, CRM and content platforms. We specialize in helping mid-market and enterprise organizations in financial services, manufacturing, software, technology and business services.
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Author David Cook: How to Be A GREAT Salesperson…by Monday Morning!
Posted in SLMA with tags Current and Past Shows, Sales Skills Training on April 18, 2018 by OC Talk Radiohttps://www.podbean.com/media/share/pb-36uhq-8f8272
Sounds too good to be true, and yet it appears it isn’t as I have already tried some of David’s techniques and been rewarded. In his book, How To Be A GREAT Salesperson…by Monday Morning!
David Cook reveals key sales techniques—including where to insert urgency, when to use a third-party close, and how to shorten the sales cycle. In this interview he will discuss his motivational principles that will help you approach customers with a new level of confidence and enthusiasm you never thought possible. The host is Jim Obermayer.
From Amazon:Kindle: $8.95
Paperback: 14.95
Paperback: $14.95
In an engaging and thought-provoking interview, Cook discusses:
- Laugh your way to the bank: Why making your customers laugh is a powerful strategy
- Start closing when you say hello: Why coughing during your sale can make a difference
- David’s top closing strategies can be used on buyers in any industry
- What makes an leading salesperson? The traits that make you stand out
- The three crucial elements to any successful sale
- The simple phrase that works every time “Forgive my persistence, please:”
- Ask for help, NEVER ask a customer to do you a favor!
About David Cook and Sales Training on The Go
Award-winning author Dave Cook, CEO and founder of Sales Training On-the-Go, is one of the most in-demand experts on sales training, coaching, and motivation around the world. Cook is the #1 rated producer at Business and Legal Resources (BLR), with awards including: CEO / President’s Club Award for Outstanding Sales Achievement for all eleven years of his employment and the Joe Berneski Leadership Award for Outstanding Leadership Skills
With unequaled expertise, Cook’s training will help anyone to rise to the top of their field and achieve their greatest professional goals, faster than they ever thought possible.
Learn more about Dave Cook at http://www.salestrainingonthego.com and connect with him on LinkedIn,Twitter, and Facebook.
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SLMA Radio Sponsorship
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