Dan McDade

PowerOpinions: Making Lead Scoring a Success Part 1 [Expert Advice]

Marketing Automation makes it easier than ever to deliver more poor-quality leads to sales. A key to this trend is lead scoring. According to SiriusDecisions’ Research Brief1, the problem with lead scoring at many organizations is as follows: Lead scoring models are based on assumptions...

The Quest for Good Leads: Are You Asking the Right Questions?

What’s a good lead rate? How much should a lead cost? These are questions stirring in the minds of executives everywhere. (Just google them.) The problem is they’re not so easy to answer; few have found success; and for that matter, are they even the...

How to Set Your Outsourced Lead Generation Program Up for Success (pt 3)

In the first 2 parts of this series we discussed the role of executives and best practices for planning and preparation when outsourcing your lead generation program. Now as we wrap up, we’ll address appropriate expectations for a program and two essential components for...

How to Set Your Outsourced Lead Generation Program Up for Success (pt 2)

What makes some lead generation programs fail and others flourish? As an outsourced lead generation company we see a wide array of scenarios, which allows us to offer insight into what clients can do to maximize results. While it’s ultimately the vendor’s responsibility to...

How to Set Your Outsourced Lead Generation Program Up for Success (pt 1)

I’m always pleased when a prospect asks, “What can I do to help ensure my program’s success?” It’s a great question. It shows they want a collaborative, win-win relationship—not a “vendor under my thumb” relationship. (Those kinds of relationships really suck.) As an outsourced lead...

Changing the Sales Conversation [PowerViews LIVE Highlights]

On Tuesday, May 12, 2015, I had the pleasure of hosting Linda Richardson on PowerViews LIVE for an informative discussion on Changing the Sales Conversation: How to More Effectively Sell in Today’s Hyper-digital World. Credited as the visionary and leading authority of the consultative...

The Skinny on Lead Nurturing – 11 Experts Weigh In (part 2 of 2)

It’s 2015. The marketing word of the year is Nurture. Nurturing is one of the most effective, yet underutilized, activities in the sales and marketing process. Of the few companies that do try to incorporate nurturing programs—well, let’s just say they could use some help....

The Skinny on Lead Nurturing – 11 Experts Weigh In (part 1 of 2)

This year I've been talking a lot about Nurturing. It's a critical component in the sales and marketing process; yet, most companies aren't implementing it effectively—that is, if they are at all. I feel so strongly that nurturing needs to be a focus, I...

3 Steps for Effective Sales Lead Follow Up (none are the Hail Mary)

The term "Hail Mary" has become generalized to refer to any last-ditch effort with little chance of success. The origins of the phrase date back to October 28, 1922, during a game between Notre Dame and Georgia Tech. During that game the Fighting Irish...

What it Takes to be a Sales & Marketing Thought Leader [PowerViews LIVE Highlights]

On Tuesday, March 31, 2015, Gini Dietrich and Anthony Iannarino joined me on PowerViews LIVE for a value-packed discussion on Why Thought Leadership Matters: What it Takes to be a Sales & Marketing Opinion Leader. It was a great opportunity to go behind the...

4 Tips to Power Up Prospecting in 2015: #4 Use the Telephone!

Here we are at the fourth and final installment of the series, 4 Tips to Power Up Prospecting in 2015, from Mike Weinberg’s presentation at the 2015 Virtual Sales Kickoff. His final tip is a passionate plea calling all sales reps to return to...

4 Tips to Power Up Prospecting in 2015: #3 Sharpen Your Story!

In the 2015 Virtual Sales Kickoff earlier this year, I had the pleasure of hearing for the first time, Mike Weinberg—sales coach, consultant, and author of the book New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development. It was a stellar...

4 Tips to Power up Prospecting in 2015: #2 Commit to It!

In part 1 of this series, I introduced Mike Weinberg—sales coach, consultant, and author of the book New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development. After listening to his captivating and insightful presentation at the 2015 Virtual Sales Kickoff, I...

4 Tips to Power Up Prospecting in 2015: #1 Believe it Works!

Earlier this year I sat in on the 2015 Virtual Sales Kickoff hosted by my friend S. Anthony Iannarino (along with Jeb Blount). I was particularly impressed with the first speaker Mike Weinberg—sales coach, consultant, and author of the book New Sales. Simplified.: The...

Where is Marketing Going … and Growing … in 2015? [PowerViews LIVE Highlights]

On March 3, 2015, Direct Marketing Magazine’s Editor-in-Chief, Ginger Conlon, joined me on PowerViews LIVE to talk about “Where Marketing is Going … and Growing … in 2015.” A sales, marketing and customer experience expert, Ginger shares her perspective on current and future marketing...

“New Sales. Simplified.” A Must-Read!

Several weeks ago I sat in on the 2015 Virtual Sales Kickoff hosted by S. Anthony Iannarino and Jeb Blount. It was an excellent session overall, but I was particularly blown-away by the first speaker, Mike Weinberg, author of the book published by AMA...

When Bad Things Happen to Good Leads – Part 5

Don’t believe everything you read about executives not wanting to talk to vendors. Some years ago I learned that SVP and C-level executives are 2.5 times more likely to respond to quality voicemail and email than their junior reports. I was blown away! In this...

When Bad Things Happen to Good Leads – Part 4

So far over the course of this series we’ve covered how marketing to non-lead outcomes, such as pipeline and nurture dispositions*, can substantially increase return on marketing programs. Yes, we have a problem in that sales has a tendency to ignore leads from marketing....

When Bad Things Happen to Good Leads – Part 3

There is valuable data in non-lead outcomes that, if properly nurtured, can increase marketing returns substantially. Most recently, in part 2 of this series, we discussed pipeline dispositions*—prospects that are just one or two touches away from being converted to sales-ready leads. Here in...

When Bad Things Happen to Good Leads – Part 2

In part 1 of this series we discussed the troubling statistic that 70 – 94% of leads generated by marketing are ignored by sales. Part of the problem is the misuse of valuable data that results from marketing contact. The first type of data...

New Posts

CustomerThink