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
Current Articles | RSS Feed
I wanted to point you to a new sales lead management article of mine on the CRM Buyer website, Why That Mountain of Leads Is a Molehill of Sales.
The article looks at the difference between marketing's idea of a lead and sales' idea of a lead. This gap results in a pool of prospects that sales finds too large, too unqualified and too long-term to work efficiently.
A case is made for a prospecting bridge in the form of B2B teleservices—often referred to as inside sales, telesales, teleprospecting or telemarketing—that can close the gap between marketing and sales organizations.
The article recommends teleservices actions needed to translate marketing's idea of leads into sales' idea of leads, and it concludes with metrics from Aberdeen Group that illustrate how this sales and marketing strategy can generate higher revenue along with other sales gains.
Allowed tags: <a> link, <b> bold, <i> italics