Dan McDade
Dan McDade
Dan McDade founded PointClear in 1997 with the mission to be the first and best company providing prospect development services to business-to-business companies with complex sales processes. He has been instrumental in developing the innovative strategies that drive revenue for PointClear clients nationwide.
PowerOpinions: Making Lead Scoring a Success Part 1 [Expert Advice]
Marketing Automation makes it easier than ever to deliver more poor-quality leads to sales. A key to this trend is lead scoring. According to...
The Quest for Good Leads: Are You Asking the Right Questions?
What’s a good lead rate? How much should a lead cost? These are questions stirring in the minds of executives everywhere. (Just google them.) The...
How to Set Your Outsourced Lead Generation Program Up for Success (pt 3)
In the first 2 parts of this series we discussed the role of executives and best practices for planning and preparation when outsourcing your...
How to Set Your Outsourced Lead Generation Program Up for Success (pt 2)
What makes some lead generation programs fail and others flourish? As an outsourced lead generation company we see a wide array of scenarios, which...
How to Set Your Outsourced Lead Generation Program Up for Success (pt 1)
I’m always pleased when a prospect asks, “What can I do to help ensure my program’s success?” It’s a great question. It shows they...
Changing the Sales Conversation [PowerViews LIVE Highlights]
On Tuesday, May 12, 2015, I had the pleasure of hosting Linda Richardson on PowerViews LIVE for an informative discussion on Changing the Sales...
The Skinny on Lead Nurturing – 11 Experts Weigh In (part 2 of 2)
It’s 2015. The marketing word of the year is Nurture. Nurturing is one of the most effective, yet underutilized, activities in the sales and marketing...
The Skinny on Lead Nurturing – 11 Experts Weigh In (part 1 of 2)
This year I've been talking a lot about Nurturing. It's a critical component in the sales and marketing process; yet, most companies aren't implementing...
3 Steps for Effective Sales Lead Follow Up (none are the Hail Mary)
The term "Hail Mary" has become generalized to refer to any last-ditch effort with little chance of success. The origins of the phrase date...
What it Takes to be a Sales & Marketing Thought Leader [PowerViews LIVE Highlights]
On Tuesday, March 31, 2015, Gini Dietrich and Anthony Iannarino joined me on PowerViews LIVE for a value-packed discussion on Why Thought Leadership Matters:...
4 Tips to Power Up Prospecting in 2015: #4 Use the Telephone!
Here we are at the fourth and final installment of the series, 4 Tips to Power Up Prospecting in 2015, from Mike Weinberg’s presentation...
4 Tips to Power Up Prospecting in 2015: #3 Sharpen Your Story!
In the 2015 Virtual Sales Kickoff earlier this year, I had the pleasure of hearing for the first time, Mike Weinberg—sales coach, consultant, and...
4 Tips to Power up Prospecting in 2015: #2 Commit to It!
In part 1 of this series, I introduced Mike Weinberg—sales coach, consultant, and author of the book New Sales. Simplified.: The Essential Handbook for...
4 Tips to Power Up Prospecting in 2015: #1 Believe it Works!
Earlier this year I sat in on the 2015 Virtual Sales Kickoff hosted by my friend S. Anthony Iannarino (along with Jeb Blount). I...
Where is Marketing Going … and Growing … in 2015? [PowerViews LIVE Highlights]
On March 3, 2015, Direct Marketing Magazine’s Editor-in-Chief, Ginger Conlon, joined me on PowerViews LIVE to talk about “Where Marketing is Going … and...
“New Sales. Simplified.” A Must-Read!
Several weeks ago I sat in on the 2015 Virtual Sales Kickoff hosted by S. Anthony Iannarino and Jeb Blount. It was an excellent...
When Bad Things Happen to Good Leads – Part 5
Don’t believe everything you read about executives not wanting to talk to vendors. Some years ago I learned that SVP and C-level executives are...
When Bad Things Happen to Good Leads – Part 4
So far over the course of this series we’ve covered how marketing to non-lead outcomes, such as pipeline and nurture dispositions*, can substantially increase...
When Bad Things Happen to Good Leads – Part 3
There is valuable data in non-lead outcomes that, if properly nurtured, can increase marketing returns substantially. Most recently, in part 2 of this series,...
When Bad Things Happen to Good Leads – Part 2
In part 1 of this series we discussed the troubling statistic that 70 – 94% of leads generated by marketing are ignored by sales....