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918: Marketing Drives the Pipeline and Owns It - Obermayer Podcast
Manage episode 217306560 series 2159080
Listen on iTunes while you visit McDonald's
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. ----more---- 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. Jim Obermayer is the host with the commentary this week. SLMA 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 www.validar.com
2932 episodes
Manage episode 217306560 series 2159080
Listen on iTunes while you visit McDonald's
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. ----more---- 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. Jim Obermayer is the host with the commentary this week. SLMA 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 www.validar.com
2932 episodes
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