Dan McDade

Five Ways to Grow Revenue (and Lower Cost)

  Increase the top line while reducing expense—it’s what every CEO wants—and what their sales and marketing leaders are looking for as well. Many execs are realizing that meeting this goal involves increasing investment in sales and marketing with...

How Many “Leads” Does $100,000 Buy?

  A senior marketing executive once got so frustrated with his sales counterpart that he offered the following choices for spending $100,000 on a lead generation campaign: Option Type Quantity Vertical Qualified Email Addresses 1 Cont...

Top 3 Tips on How to Validate, Calibrate Marketing Automation

  How can you dramatically improve ROI on marketing automation investments? Read these top three tips for when and how to use marketing automation—and when not to. Save the bulk of your marketing automation efforts for lower-level executives: Seni...

The Right Cadence Creates a New Lead with a $1 Billion Healthcare System

One of PointClear’s business development representatives, working on behalf of a global software company, made 11 touches (calls, voicemails and emails) and his persistence paid off. He landed a huge lead for our client (with a $1 billion company). The...

Listen more, talk less … and drive more revenue

  6 skills required for active listening You’d think that the secret to having quality conversations would be being a good talker. But the opposite is true. It’s being a good listener. This is a skill that we teach our associates, who spend their ...

Beyond Cadence—The Importance of All Outcomes

  For more than 20 years we’ve talked about multi-touch, multi-media, multi-cycle processes that multiply results. At least one software company literally took PointClear’s playbook, which includes details about the multi, multi, multi approach, a...

How Much Leads Cost

  I review a lot of content on this topic and am amazed at what I find written about lead cost. For example: “The average cost per lead across all the companies surveyed is almost $200 ($198.44).Admittedly, that’s a useless statistic, as these fig...

5,000 Marketing Technology Tools (and Sales Execs Still Need to Find Over Half of...

A 2017 MARTECH TODAY infographic lists the almost 5,000 companies that are part of the marketing technology landscape, up from just 150 in 2011. Yet, according to CSO Insights, despite the new tools, the mobile devices, the potential of social, and so ...

Cadence—Multi-touch, Multi-media, Multi-cycle Marketing Multiplies Results

For one client, it takes 9.82 touches to engage with a prospect. The result of these touches is what we call a disposition: PointClear's...

Lists and the Rest of the Story

There is no such thing as a good list. I am sure that my opinion about lists makes purveyors of lists unhappy, but it...

Prevent Defense or Permit Offense? What a Football Argument Has to Do with B2B...

According to Wikipedia, the Prevent Defense is a defensive alignment in American football that seeks to prevent the offense from completing a long pass...

Why Buyers Buy

Abraham Harold Maslow (April 1, 1908 – June 8, 1970) was an American psychologist who was best known for creating Maslow's hierarchy of needs,...

What Percent of Leads Should Sales Close?

The answer to this question is a lot more complicated than it looks. There are many factors that impact the percent of leads that...

Insights on Outbound Conference in Atlanta

On April 13, 2017, I attended the #OutBound conference in Atlanta, GA. Remarkably, despite the road destruction in downtown Atlanta, everyone got there on...

B2B ABM: Seven Sales & Marketing Tips for 2017 – Tip #4: How Much...

How much should a lead cost? My answer to this is, and has always been, probably more than you think, but definitely less than you...

Gold Calling vs. Cold Calling

I've written many blog posts on the fact that cold calling isn't dead. In fact, doing the right amount of research, adding a personalized touch...

Three “Lies” That Plague B2B Businesses Today (Part Three of Three)

  The Three “Lies” That Plague B2B Businesses Today Are:  Cold calling is dead. 57 – 90% of the buying process is complete before a sales rep...

Three “Lies” That Plague B2B Businesses Today (Part Two of Three)

Cold calling is dead. 57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned   Do...

Three “Lies” That Plague B2B Businesses Today (Part One of Three)

Cold calling is dead. 57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned  Do...

Why Cost per Lead is a Bad Way to Measure Your Return on Lead...

Shifting to Outcome-based Accountability and Revenue Metrics While cost-per-lead measurement has been the de facto favorite for evaluating marketing programs, we are seeing radical and...

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