Business:Management & Marketing
Listen while you walk the dog on iTunes Why It Matters: Dan McDade says, "Scoring algorithms are allowing more poor-quality leads to go to sales faster than ever before!" ----more---- 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 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.comview more
Who Owns the Pipeline. The Creators or the Closers
The Five Most Important Things Cyndi Greenglass has Learned in Business and Life
Is Pipeline Ownership in Question? Hear from Jen Spencer
Does Marketing or Sales Own the Sales Pipeline?
Who Owns the Pipeline? Marketing or Sales? – Matt Heinz on SLMA Live Radio
An Agency willing to Stand Behind the Moniker: Performance Marketing
What It Means to Internalize a Data First Mentality
The Evolution of Sales - Reflections on Many Decades in the Trenches
Katie Bullard on Why DiscoverOrg is Different - 3 Minutes +
The Argument: Does Marketing Now Own the Pipeline?
Build Your Tribe | Grow Your Business with Social Media
The Smart Passive Income Online Business and Blogging Podcast
Foundr Magazine Podcast | Learn From Successful Founders & Proven Entrepreneurs, The Ultimate StartUp Podcast For Business
Code and preview