Dan McDade

Three “Lies” That Plague B2B Businesses Today (Part Three of Three)

  The Three “Lies” That Plague B2B Businesses Today Are:  Cold calling is dead. 57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned  Do you agree these are lies? In late August…

Three “Lies” That Plague B2B Businesses Today (Part Two of Three)

Cold calling is dead. 57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned   Do you agree these are lies? In late August I asked industry experts that same question and asked them…

Three “Lies” That Plague B2B Businesses Today (Part One of Three)

Cold calling is dead. 57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned  Do you agree these are lies? In late August I asked industry experts that same question and asked them…

Why Cost per Lead is a Bad Way to Measure Your Return on Lead...

Shifting to Outcome-based Accountability and Revenue Metrics While cost-per-lead measurement has been the de facto favorite for evaluating marketing programs, we are seeing radical and positive shifts in how marketing is evaluating qualified leads. For one, there is greater recognition that marketing should deliver qualified…

Q&A With Dave Stein and Steve Andersen

A remarkable new book is changing the way that B2B sales professionals think about, approach, and serve their customers. Co-authored by sales luminaries Steve Andersen and Dave Stein, Beyond the Sales Process: 12 Proven Strategies for a Customer Driven-World upends traditional sales training conventions...

The Whole Truth – Why CEOs Need to Know What Makes Sales and Marketing...

  Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the final of a multi-part blog series. Many challenges facing Sales and Marketing have been around since the beginning of time. The two organizations don’t understand each other, and often point fingers:…

Lead Nurturing: Triple Your Marketing Return

Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales...

Put A Judicial Branch In Place to Eliminate Wasted Leads

  Keep leads from being ignored is the fifth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. In the last blog…

How Much Do Your Leads Cost?

Understand the price you are paying for your leads and then optimize. Document the cost per lead is the fourth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating...

Marketing Needs to Put Skin in the Game

Make marketing accountable for sourcing revenue is the third of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. In the last blog...

An Allbound Marketing Approach Closes Your Revenue Gaps

How to drive revenue from all sources is the second of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. In the previous...

What Do You Sell, Who Do You Sell It To and Why Everyone Has...

How to define a lead and gain agreement is the first of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Today you’ll...

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 5]

I consider SiriusDecisions to be the gold standard when it comes to best practices in B2B marketing and sales processes. So it’s with great pleasure that I conclude this series on ABM with feedback from SiriusDecisions. First, here’s the question we’ve been asking our experts:…

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 4]

There’s no doubt that Account-Based Marketing is on the up-and-up. What are sales and marketing leaders saying about it? That’s what I set out to find when I presented this question to fellow industry experts: According to a report by SiriusDecisions, 2015 State of Account-Based...

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 3]

I recently asked fellow industry leaders to weigh in on the rising popularity of Account-Based Marketing among B2B companies. This is the question I posed: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to...

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 2]

As Account-Based Marketing continues to rise in popularity among B2B companies, I decided to pick the brains of fellow industry experts and get their input on the matter. This is the question I posed: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing...

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 1]

According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. Is ABM the Holy Grail to lead generation...

“Marketing is too important to be left to marketers.”

This saying always amuses me. Partly because it’s true, partly because it’s funny, but also because it’s often misunderstood. It’s funny because it sounds like marketers are too stupid to be in charge of marketing. And, as a marketer, I love laughing at myself...

PowerOpinions: Making Lead Scoring a Success Part 3 [Expert Advice]

This is the final installment of a three-part series in response to the following question:  As we enter the second half of 2015, have companies made the adjustments necessary to utilize lead scoring or is the status quo killing results? We asked this to top…

PowerOpinions: Making Lead Scoring a Success Part 2 [Expert Advice]

We recently asked top industry experts the following question: As we enter the second half of 2015, have companies made the adjustments necessary to utilize lead scoring or is the status quo killing results? Why did we ask? Because it has become clear that marketing…

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