Dan McDade
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 provide the sales team one of six choices: 200,000 targeted contacts (name and title) in the right vert...
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 you ever considered that your sales reps need fewer leads—or more accurately, fewer raw, unfiltered, unqualified ...
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 every lead they don’t consider hot. Long-term leads often prove to be more valuable than those slated for a s...
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 and message Measure what matters Deliver fewer, but better, leads to sales The more seni...
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 term for completing contact with a decision maker or company (some programs lend themselves to dispositioning by contact and some...
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 is the truth. For the most part, lists suck. There are reasons: Chief among the reasons is that lists are incredibly...
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 or scoring a touchdown in a single play and seeks to run out the clock. Super Bowl winning coach John Madden...
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, a theory of psychological health predicated on fulfilling innate human needs in priority, culminating in self-actualization. In 1943 Maslow stated that...
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 should be closed by sales. This blog will take you through five factors that impact lead close rate and a calculation...
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 time – about 400 attendees. The event was held at the Hotel Intercontinental in Buckhead and Cirrus Insight did a...
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 are currently paying. If you want more information on understanding how much you should be paying for a lead, check...
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 to your outreach attempts, and a lot of persistency will help you get in the door for more prospects than...