Dan McDade

Interview with B2B Sales Leader Jill Konrath

I caught up with Jill Konrath last month and interviewed her about her book, Snap Selling. Snap Selling follows Jill’s book, Selling to Big Companies, which has been an Amazon Top 25 sales book for 4 years running. In 2008, Fortune selected it as...

Teleservices Business Process Outsourcing: Want to Go North or South?

Business process outsourcing of teleservices—lead generation, lead qualification and lead nurturing—generally goes in one of two directions: north or south. North is good. A best-practice teleservices firm closes the gap between marketing and sales to create demand, qualify leads, and fill the client’s pipeline with...

There’s Gold In Them Thar Databases!

About 50 miles north of PointClear’s Atlanta home is the site of the first major US gold rush that began in 1828. Legend has it that it was on the steps of the county courthouse there in 1849 that Dahlonega Mint assayer, Dr. M.F....

Sales & Marketing Still Not Aligned? Who Owns the Fix?

I mentioned in an earlier blog my interview on the July 29 debut program of the Sales Lead Management Associations’ SLMA Radio, a series of regular talk show broadcasts touching on industry news and events and featuring interviews with industry experts. (Listen to the...

Two Sales Best Practices: Prospecting Plans & Customer Is King

A recent executive summary of the 2010 Miller Heiman Sales Best Practices Study reported on how sales best practices helped companies thrive in 2009, and two findings jumped out for me: World-Class Sales Organizations were four times more likely to apply comprehensive prospecting plans that...

Uncovering Revenue Opportunities Hidden in Lead Management Processes

The difference between surviving and thriving in today’s competitive marketplace is often determined by finding untapped revenue sources in lead management processes. We often see significant revenue potential hidden away in sales and marketing processes that not only aren’t working—they’re actually impeding the ability to...

B2B Lead Generation: How Long Should Marketing Be Involved?

“Regarding lead generation, when does the role of marketers end?” A recent blog by Parker Trewin, director of marketing communications at Genius.com, discussed responses to this question found in the 2010 B2B Marketing Skills Survey, a collaboration between Genius.com and BtoB Magazine. Of 500+ surveyed…

Two Encouraging Lead Generation Trends in July 2010 Report

Two encouraging lead generation trends were reported in a July 16 blog by Barry Trailer, managing partner at CSO Insights, in which he announced the availability of CSO Insight’s 2010 Lead Generation Optimization Report based on surveys of over 600 companies (1/3 in technology,...

Marketing Tip: If You Only Do One Thing, Qualify Your Leads

If you want to stir emotion in a marketing VP, bring up the subject of lead follow up. Few subjects can rile like that one. Leads that are discounted, not accepted or simply ignored can cause otherwise cool-headed marketing execs to pull out their...

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