ViewPoint | The Truth About Lead Generation is a blog exploring issues related to B2B sales, marketing and lead generation.
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.
PointClear immediately stood out from the pack due to strong references and the quality of its prospect development associates.
-Angela Bailey, Ingenix, a wholly owned subsidiary of UnitedHealth Group
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The Amazing Carnac ... is Back
Some of you may be old enough to remember Johnny Carson doing his Carnac the Magnificent bit. I'm borrowing on it for this post.
The answer to the question in the hermetically sealed envelope before me:
Go to college, get 10 years sales experience, get trained in SPIN Selling, Solution Selling and Miller Heiman and learn to converse with the C-level.
So what's the question?
What does it take to develop quality prospects?
OK, not as funny as Johnny, but I've made my point. If the sort of talent working on your behalf is temporarily employed, part-time, offshore and/or home-based, you probably aren't getting the results you should be.
Prospect development should be an integral part of your marketing and sales mix. Prospect development associates require more experience, more education and more sales and marketing expertise than most people think. Prospect developers should serve as a seamless extension of your company. Prospect developers don't memorize a script; they learn your offerings, messages and philosophies, industry segments and business processes. They speak your language and function as an integral member of your selling team. Amazing!
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