Archive for the SLMA Category

Who Owns the Pipeline. The Creators or the Closers

Posted in SLMA on April 18, 2018 by OC Talk Radio

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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

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

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 , on April 18, 2018 by OC Talk Radio



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.

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Kindle: $8.95

Paperback: 14.95

Barnes & Noble

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 and connect with him on LinkedIn,Twitter, and Facebook.

Sponsor for this show:

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The Five Most Important Things Cyndi Greenglass has Learned in Business and Life

Posted in SLMA with tags , , on April 10, 2018 by OC Talk Radio


This interview is part of an on-going series to hear from successful people about what they have learned in business and life. Cyndi Greenglass, a business founder and marketing expert shares with us the 5 Most Important Things She has Learned:

  1. There is a fallacy in the term “Work-Life Balance”
  2. There is a graveyard of high performances
  3. Why we have to be kind and humble
  4. Be (not) afraid
  5. And parting advice from her Aunt, “You cannot be happy if you’re not grateful.”

This is an interesting personal reflection about her trip through life and work.

About Cyndi Greenglass

Cyndi W. Greenglass is a founding partner and Senior Vice President Strategic Solutions at Diamond Communication Solutions, a data driven communications firm specializing in Healthcare, Financial Services and direct response solutions. Cyndi is a member of the Executive Management team at Diamond Marketing Solutions where she is responsible for the strategic planning process, participates in strategic acquisitions, and manages the agency services division.

Cyndi has twice been named into the Top 100 Influential BTB Marketers by Crain’s BtoB Magazine, and was the 2012 CADM Chicago Direct Marketer of the Year. In 2016  and 2018 Cyndi was named one of 20 Women to Watch in Sales Lead Management and one of the 10 Most Fascinating People in Business to Business Marketing.  She lectures on data and digital marketing nationally, is highly sought after to speak at major industry conferences.  She is also a host and commentator on the WVU Marketing Communications Today program, a live radio program with podcast replays sponsored by West Virginia University.

adView.cfm?id=396SLMA Radio Sponsorship

 Whether you’re producing a seminar series, user’s conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. Call 888 784 2929 or visit us at


Pipeline Ownership is a Growing Question – Dan McDade

Posted in SLMA with tags , on April 9, 2018 by OC Talk Radio

Why It Matters:

Dan McDade says, “Scoring algorithms are allowing more poor-quality leads to go to sales faster than ever before!”

Of course, the salespeople own the pipeline, right?  Maybe yes and maybe no.   With the advent of more sophisticated CRM systems, certainly marketing automation programs and now AI, marketing is getting involved in almost every step of the pipeline.  And with involvement comes a responsibility.   In this program DAN McDade, CEO of PointClear talks about pipeline ownership and how technology isn’t always the answer if the basics aren’t being addressed:

  • The reality is that marketing ownership it is limited
  • However, marketing is handling more of the cycles of contact
  • Scoring algorithms are allowing more poor-quality leads go to sales faster than ever before
  • CSO says marketing works on 25-30% of the pipeline
  • What is this blackhole called CRM?
  • Marketing has a limited view of what a qualified lead is most of the time
  • What are the three C’s that sales is driven by?
  • Should marketing spend any money on branding?
  • Marketing automation doesn’t seem to eat its own dogfood!
  • Dan thinks the top percentage of prospects should not go through marketing automation
  • Will senior executives give up their digital body language?
  • Saturated lists are an issue in lead gen!
  • Alignment is the issue between sales and marketing!
  • How does persistence play into closing deals?
  • Marketing has to understand what a lead is and what sales needs
  • Where is the ownership for sales lead qualification?
  • More, lots more

  About Dan McDade

Dan McDade founded PointClear in 1997 to help B2B companies with complex sales processes drive revenue through lead generation, qualification and nurturing. For close to 20 years, he’s been instrumental in developing strategies that assure 100% of leads delivered to client sales organizations are fully qualified to client specifications.

McDade’s Viewpoint Blog

SLMA Radio Sponsorship

 adView.cfm?id=396Whether you’re producing a seminar series, user’s conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. Call 888 784 2929 or visit us at

Is Pipeline Ownership in Question? Hear from Jen Spencer

Posted in SLMA with tags , , on April 3, 2018 by OC Talk Radio


Some say it is starting to get confusing as marketing assumes an ever increasing responsibility for parts of the sales pipeline; sales it seems is relinquishing areas it wants help with or doesn’t want to deal with. In this episode with Jen Spencer, Vice President of Smartbug Media, we try to understand the changing nature of these two departments serves the prospect that holds the purse strings. The host is Jim Obermayer.

About the Guest: Jen Spencer

Jen Spencer is the Vice President of Sales and Marketing for SmartBug Media, an intelligent inbound marketing agency of experts in digital strategy, design, PR and marketing automation. Over her career, Jen has built several demand generation and sales enablement programs from the ground up and has experience working within tech startups, publicly traded companies, mid-market organizations, and the not-for-profit space. Jen subscribes to the notion that “we’re all in this together,” and great communication leads to great partnership. She loves animals, technology, the arts, and really good Scotch.  Spencer has been nominated as one of the 20 Women to Watch in Business in 2018 by the Sales Lead Management Association.

About Smartbug Media

SmartBug Media is an intelligent inbound marketing agency that assists businesses in generating leads; increasing awareness; and building brand loyalty through inbound marketing, digital strategy, design, marketing automation, and PR. For 10 years, SmartBug has been helping businesses increase sales leads, close more customers, and enhance the reach of their brands. One of a handful of HubSpot Diamond partners in the world, and the highest-rated agency in the history of the HubSpot ecosystem, SmartBug Media also boasts the highest ROI documented from any HubSpot partner: 3,558 percent and 14,500 percent ROI on a six-month and three-year campaign, respectively. 

adView.cfm?id=396SLMA Radio Sponsorship

 Whether you’re producing a seminar series, user’s conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. Call 888 784 2929 or visit us at

Does Marketing or Sales Own the Sales Pipeline?

Posted in SLMA with tags , , on April 3, 2018 by OC Talk Radio


With the advent of more sophisticated CRM systems, marketing automation software, some AI applications and years of frustration on the part of Marketing, the uncomfortable question is now being posed: Does marketing own the sales funnel, aka the sales pipeline?

To answer this question, we have gone to Christopher Ryan, Founder and CEO of Fusion Marketing Partners.  The answer to this question will guide both marketing and sales to better understand their role in pipeline management.

About Christopher Ryan

Chris Ryan has 25 years of marketing, technology, and senior management experience, and is a widely known expert in B2B marketing, lead-to-revenue modeling, sales strategy, and business startups. As both a services provider and in-house marketing executive, Chris has written four books on marketing and information technology, including the recently published Winning B2B Marketing.

About Fusion Marketing Partners

Fusion Marketing Partners (FMP) is a B2B marketing agency that specializes in helping companies create powerful lead-to-revenue machines to turn around their stalled or underperforming marketing and sales operations and build value in their business. FMP’s strategic expertise and vigorous execution of proven tactics has quickly driven measurable improvements in awareness, leads and revenue for B2B clients across the U.S. and internationally. The company was founded by principals with deep experience in B2B marketing, sales, business development, web marketing, and public relations — from successful startups to Silicon Valley giants. To find out more, visit