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.
How to Blow $100,000 on a Lead Generation Campaign
The CMO of a Fortune 500 company offered the CRO the following options regarding spending $100,000 on a marketing campaign. He was willing to…
Why Sales Needs Fewer Leads
Most sales and marketing teams are looking for ways to generate more leads. It's likely a daily discussion for most of us, but have…
Reaping the Value of Long-term Leads
Your sales team likes nothing better than getting leads with a high probability of closing soon. So much so that many reps often ignore…
Dear CEO: Fix these three things and increase revenue
Companies with optimized sales and marketing organization achieve results by doing three things well. Not 50 things. Just three: Agree on your market, media…
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…
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…
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…
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…
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…
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,…
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…
5,000 Marketing Technology Tools (and Sales Execs Still Need to Find Over Half of Their Own Leads)
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,…
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 Sales Lead Generation
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 Should Leads Cost?
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...