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Dan McDade
Dan McDade is President and CEO of PointClear, LLC, a prospect development firm that helps B2B companies drive revenue by nurturing leads, engaging contacts and developing prospects until they're ready to purchase.
In 2016 CSO Insights reported that:
Fewer than 60% of B2B sales reps are hitting quota
Just 42% of marketing qualified leads are accepted and worked by sales
The #1 sales execution challenge is the lack of qualified leads
Sound familiar? It should because the situation has not changed much in...
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From mid-March through mid-April we will receive dozens of calls from prospects wishing to start new lead generation projects ASAP. It happens every year. Our ramp up time for a new program is about four weeks. When prospects hear this their response is always, “That’s just too long. I need leads...
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One of our clients is a software and services firm that sells to medium-to-large financial service institutions. During the second half of 2014, the client asked us to make contact with approximately 1,600 organizations, to qualify them (from a size, operating environment and needs standpoint),...
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Most of you are too young to remember Art Linkletter. His radio show House Party and the television show Art Linkletter’s House Party aired five days a week from 1945 to 1969.
A segment of each television show revolved around a precocious 3 – 8 year old child giving an unassumingly comical...
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A sales exec recently told me he would “rather have 10 percent of my current lead flow with 80 percent of the leads being high quality, than the current state of affairs where only 5 percent of leads are qualified, at best.” In my experience, all sales professionals agree.
With a quantity rather...
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Are you tracking revenue results from your inbound marketing activities? Are you minding the gap?
Marketers putting too many eggs in the inbound basket are coming up short. They’re learning that for all the great ways marketing automation, SEO, SMO, social and blogs impact the funnel, it’s not...
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Are you throwing away half of the money you spend on marketing? Probably. And, I am not talking about leads that go to sales only to find their way into a black hole. That happens, but is a problem for another time. What I am talking about is wasted spending on marketing programs that...
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"The leads are weak!" If you don’t remember the interaction between a young Jack Lemmon and younger Alec Baldwin in the 1992 classic, Glengarry Glenn Ross, find it and watch it.
Unfortunately, the theme of that dark movie is repeated in the halls of marketing and sales today in...
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I recently asked a diverse group for feedback on the phenomenon I call “Inbounditis” (check out this PowerMinute, How to Diagnose if Inbounditis is Killing Your Sales Pipeline). Their responses indicate to me that the zombies chanting “cold calling is dead, cold calling is dead” may be...
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