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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Marketing automation tools are becoming increasingly important to today's lead generation efforts, but firms cannot abandon the human element of working with prospects. It's that human touch that shows prospects you care about them and leads to greater sales success, says Dan McDade, author of the book The Truth About Leads.
"There are so many companies now, and rightfully so, looking at marketing automation solutions and other tools. Those are all great, but remember nothing really happens until somebody has a conversation with somebody else," he says.
That human element can also prevent firms from losing the many long-term opportunities that get "left on the floor" because the prospect isn't ready to buy. You need a process that moves them closer to the sale, McDade says.
Listen as McDade discusses:
(Time: 14:52)
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