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, 2010 and 2011 by the Sales Lead Management Association, as well as a 2012 Top Sales Expert and one of the Top 50 Sales & Marketing Influencers for 2012 by Top Sales World, Dan offers insights into how to close the gap between marketing and sales and explorations on the most effective means of reaching target audiences. Using real-world examples—Dan fosters productive thought and collaboration among executives.

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The Killer App for Sales Lead Generation Success


Two killer apps: FaceTime and face time.

The former is new: FaceTime is the name of the iPhone 4’s two-way video calling feature.

The latter leads all sales best practices: face time is meeting face-to-face with qualified business sales leads to understand their needs and move them toward your solution.

Both FaceTime and face time share great people-to-people stuff: connecting and spontaneously participating in conversations that range from stories about what we’re thinking, feeling and doing in our lives to more focused, task-oriented discussions.

One feels more B2C: FaceTime is pitched as a friends-and-family tool for staying in touch and sharing.

The other is more B2B: face time conversations—by addressing challenges, buying processes, differentiators and objections—deepen business relationships and move them on to the next best action steps.

I continue to be astonished that some people in charge of sales and marketing strategy are not engaging sales prospects personally—either via phone time or face time—and instead relying heavily on virtual tools and virtual relationships to tell them whether or not a prospect is interested.

I really appreciate these comments from a recent blog by Chris Koch, Director of Research and Thought Leadership at ITSMA (IT Services Marketing Association):

“We all know that B2B decisions take a long time and are made by committee and logic rather than individuals and impulse. It’s hard to imagine that kind of a complex, long-term, multi-person relationship ever happening entirely or even mostly in social media. At the C-level especially, face-to-face remains the killer app for everyone involved.”

Imagine that: the real killer app for sales lead generation is getting together and talking.


By Dan McDade

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