Dan McDade

ViewPoint | The Truth About Lead Generation is a blog exploring issues related to B2B sales, marketing and lead generation.

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Authored by Dan McDade, president and CEO of PointClear, ViewPoint draws on his 20-plus years of experience helping companies develop prospects and drive revenues. Named one of the 50 most influential people in sales lead management in 2009 by the Sales Lead Management Association, Dan offers insights into how to close the gap between marketing and sales and explorations on the most effective means of reaching target audiences—supported by real-world examples—Dan fosters productive thought and collaboration among executives.

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What is Lead Generation?

Posted by Dan McDade on Thu, Feb 25, 2010
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Question MarkAnswering the question, "what is lead generation" is tough when there are so many definitions of a lead:

      • Names
      • Suspects
      • Prospects
      • Opportunities

We have clients that refer to every one of these stages in the marketing and sales process as a lead.

Merriam-Webster's definition of a lead is: to guide on a way

Based on your definition of a lead, what is lead generation?

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Comments

It can be a suspect or a prospect, but a good lead is at least someone (within a company if B2B) that, sooner or later, is the person who can influence or complete a decision and purchase. If you're not even talking to the right person, or they're not qualified to buy what you're selling, it's not a good lead. But if they're qualified but just not yet ready to buy, that's still a good lead (just needs to be treated and nurtured a little differently than a ready-to-buy lead).
Posted @ Friday, February 26, 2010 12:06 AM by Matt Heinz
There are inquirers that can be leads. The more you know about an inquirer and his or her intent, the more likely you have a lead which a salesperson will act upon. The next question is, do you send unqualified inquirers to salespeople or do you send only sales ready "leads."
Posted @ Sunday, February 28, 2010 1:31 PM by James W. Obermayer
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