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.
Improve Sales Performance with 3 “Art of Sales Management” Functions
This article has been selected for DeFinis Communications' "Sales Coaching: Top Tips for Increased Productivity" Blog Carnival. You can enjoy even more posts from...
Outbound vs. Inbound: The Risk Management Issue in the Complex Sale
Companies providing complex, high-investment solutions are facing a significant risk management issue in light of Sirius Decisions and others finding that B2B buyers are...
Beyond Financials: VC & IPO Due Diligence on Sales & Marketing Metrics
Lauren Carlson, an analyst at Marketing Automation Software Guide, recently wrote an article that looks at marketing automation vendors like Marketo and Eloqua who...
Outsourcing Lead Generation: A CMO’s Perspective
There are many factors to consider when deciding whether to do outbound lead generation in-house or to partner with a lead generation services firm....
Prospect Development Program Jumpstarts Manufacturer’s Channel Sales
How many times have you lost a piece of business because the buyer didn't know who you were? Probably more often than you'd like. Few...
Revenue Performance Management: Doing For Revenue What ERP Does For Ops?
In a recent article on Revenue Performance Management in Marketing Automation Software Guide, Lauren Carlson does a nice job of providing a context for...
eMarketing Expert Ardath Albee on the Limitations of a Lead Gen Mindset
I recently had the opportunity to interview Ardath Albee about the importance of lead nurturing and I think you'll be interested to read some...
Jeff Pedowitz on The State of Marketing Automation
I recently read an article by Jeff Pedowitz about the state of marketing automation and it caused me to think back to a lunch...
Buckle Up! Sales Reps Share Perceptions of Marketing-Generated Leads
A new eBook reports on sales rep perceptions of marketing-generated leads, and the findings run from surprising to shocking to downright scary. Sales Speaks:...
These Updated Takes on B2B Lead Generation Strategies May Surprise You
Many thanks to Stone Payton and Todd Schnick, hosts extraordinaire of High Velocity Radio, for the interview on my new book, The Truth About...
Who gets your vote as history’s top twenty women? And the winners are
Sponsoring SLMA's Top Twenty Women in sales lead management got me to thinking about the top 20 women of all time. From initial visions of...
The Truth About Leads, Marketing Automation and Strategic Account Management: An Interview with Dan McDade of PointClear
Bob Thompson interviews Dan McDade, founder of PointClear and author of The Truth About Leads about lead management, marketing automation and strategic account management....
Lead Generation Best Practices: Summarizing the 7-Part Series
Just for a moment, let's revisit the GAO's definition of best practices described in the introduction to the series: "Best practices are the processes, practices,...
Lead Generation Best Practices Part 7: Measure Beyond Cost-Per-Lead
Conventional wisdom—that something called a "lead" can and should be had at consistently lower price points where it will still deliver value—is at the...
Lead Generation Best Practices Part 6: Fewer Leads Are Better
There is a counter-intuitive relationship between lead volume and sales performance. With sales organizations facing lower numbers, it seems logical to turn to volume lead...
Lead Generation Best Practices Part 5: Multiply Touches/Media/Cycles
Results multiply when lead nurturing strategies multiply. Successfully engaging prospects depends on a mix of tactics to maintain positive awareness of your offering until...
Lead Generation Best Practices Part 4: Dedicate Qualifying Resources
As lead qualification and prospect development have never been as important as they are now, a question arises. Should the tasks of lead qualification...
Tailwinds for Marketing Automation Software
Marketing automation is one of the fastest growing segments in the CRM market. It wasn't that long ago that people weren't even sure what...
Lead Generation Best Practices Part 3: When to Use Outbound vs Inbound
While there are benefits for using inbound marketing to nurture prospects until they self-qualify as sales-ready buyers, make sure you include outbound calling for...
Lead Generation Best Practices Part 2: Segment & Test Your Market
As companies generate sales leads from marketing initiatives like webinars, tradeshows, landing pages, website downloads and social media, a symptom of success is that...