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 and 2010 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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PointClear immediately stood out from the pack due to strong references and the quality of its prospect development associates.

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Why the Same Old is New Again in Lead Generation

Posted by Dan McDade on Wed, Mar 24, 2010
  
  
  
  

I invite you to take a minute to review a story posted yesterday by DemandGen covering "how the tried and true applies to all that's new in lead generation." Featuring a day-in-the-life story of a marketing executive, I've attempted to paint a picture to make a couple of key points: Today's expanding arsenal of tools provides us a wealth of opportunity to touch our prospects meaningfully. Used right, they offer us huge potential in a competitive marketplace. At the same time it's more important than ever to stay strategic—applying proven marketing principles to make sure we're generating results. Do you agree? I'd like to hear from you.

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Spot on Dan. I consistently see companies that execute a bunch of tactics but it's just "motion" vs. "action aligned with their strategy". The companies that master the fundamentals of "plan the work and work the plan" always rise to the top no matter what specific tools (social media, etc) are available.
Posted @ Friday, March 26, 2010 6:34 AM by Tony Rushin
Dan, thanks for a article.  
 
Yes, so many sales 2.0 tools and yet IF CSOInsights, TAS, Sirius surveys are true, sales productivity has never been lower. Tom Watson Sr. would roll over in his grave and Henry Ford would have a fit if they saw the HUGE selection of real time, web 2.0 TOOLS + the disorganized "cottage industry, byzantine Process" the Sales Dept is still working under. 
 
No wonder that same CEO who is tweeting is also fretting about Sales productivity.  
 
Time to retool the factory! 
 
The sales 2.0 tools and real time feedback that your CEO is using should result in a more accurate ICP (ideal customer profile) and even deeper Persona profiles.  
 
(ie. start-up tech firms usually find early adopters IT Mgrs have a certain "maverick" profile etc.) 
 
And this can be seen from reading their LinkedIN BIOS. (ie. first to implement Linux based servers, etc.) 
 
This should result in more accurate LISTS for the telemarketing leadgen OUTbound programs AND result in better A leads from the INbound tools as Marketing will be able to BETTER define and map the ICP/personas TO the new leads. 
 
So old school meets new school. 
 
IF Sales/Marketing/Reps can't define the ICP's- pretty hard to measure the leads-no matter where they came from.  
(telecom suffers from this as they do not allow sales reps to aggregate customer profiles etc.) 
 
= 50% turnover 
 
regards, 
Stuart
Posted @ Monday, March 29, 2010 1:20 PM by Stuart Armstrong
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