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.

-Angela Bailey, Ingenix, a wholly owned subsidiary of UnitedHealth Group

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These Updated Takes on B2B Lead Generation Strategies May Surprise You

Posted by Dan McDade on Mon, Mar 14, 2011
  
  
  
  

Many thanks to Stone Payton and Todd Schnick, hosts extraordinaire of High Velocity Radio, for the interview on my new book, The Truth About Leads. (listen to the podcast)

The B2B lead generation and sales lead management strategies we discussed included…

  • Shifting from a full BANT approach to focus on two areas: authority and discovering need. Visualize need as the tree that’s fallen into the living room.
  • Looking beyond the science of selling to address the three overlooked components making up the art of selling.
  • The five marketing activities you have to get right before you can expect marketing automation success.

Stone also graciously asked me to talk about my work as chair of the Technology Association of Georgia Education Collaborative. TAG ED is a non-profit focused on strengthening Georgia’s future workforce by uniting TAG resources with leading education initiatives to emphasize science, technology, engineering and mathematics (STEM) in our middle and high schools. Interested in learning more? Let me know!

High Velocity Radio

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