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.
When Bad Things Happen to Good Leads – Part 1
There will be a ton of ink (and cyber ink) dedicated to lead nurturing this year. Most of it will be about using marketing...
Why Social Media Doesn’t Work [PowerViews LIVE Highlights]
On February 3, 2015, I had the pleasure of having leading marketing expert Jamie Turner on PowerViews LIVE to talk about “Why Social Media...
Factoring Psychographics into the Buying Process [PowerViews LIVE Highlights]
On January 8, 2015, I had the privilege of hosting Paul Gillin on my PowerViews LIVE show. In the session, Paul encourages marketing executives...
Pipeline Priorities: Don’t Leave Potential Customers Flapping in the Wind
You’re a sales person. On Tuesday morning, 45 sales "leads" come your way through a variety of sources. Terrific! In due time, you figure out...
Digital Relevance: Developing Marketing Content and Strategies that Drive Results
Ardath Albee’s new book Digital Relevance: Developing Marketing Content and Strategies that Drive Results was published by Palgrave Macmillan (January 6, 2015). I was privileged to...
Sales Thinks The Leads Are Weak – Well Are They? 12 Power Opinions (Pt 3)
The leads are weak? You’re weak! If you have never seen the movie/play “Glengarry Glen Ross,” do yourself a favor and watch it. Alec Baldwin...
Sales Thinks The Leads Are Weak – Well Are They? 12 Power Opinions (Pt 2)
The leads are weak? You’re weak! If you have never seen the movie/play “Glengarry Glen Ross,” do yourself a favor and watch it. Alec Baldwin...
Sales Thinks The Leads Are Weak – Well Are They? 12 Power Opinions (Pt 1)
The leads are weak? You’re weak! If you have never seen the movie/play “Glengarry Glen Ross,” do yourself a favor and watch it. Alec Baldwin...
Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 3:
Is it necessary to pre-qualify inbound leads? That’s the overarching question I recently presented to a panel of industry experts. Over the course of...
It’s All About the People: A Review of “Never Be Closing”
If you haven’t already noticed, I like to read quite a bit. Quite a lot, I should say. Recently, someone recommended a book co-written...
Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 2:
Is it necessary to pre-qualify inbound leads? That’s the overarching question I recently presented to a panel of industry experts. Over the course of...
Out With the Sales Rep, In With the Sales Guide: A Review of Duct Tape Selling
Recently I read Duct Tape Selling: Think Like a Marketer—Sell Like a Superstar, by John Jantsch, and was impressed with both the quantity AND...
Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 1:
Is it necessary to pre-qualify inbound leads? That’s the overarching question I recently presented to a panel of industry experts. Over the course of...
5 Sales & Marketing Thought Leaders Weigh In on Inbound Marketing
In January I wrote the blog: How to Diagnose if Inbounditis is Killing Your Sales Pipeline, which was published by DemandGen Report. In the...
PowerViews with James Obermayer: Sales Managers To Blame For Lost Leads
My longtime friend and colleague James Obermayer has strong feelings about who is responsible for lost leads among salespeople. Jim, who is principal of...
PowerViews with Chris Tratar: Execs Need to Support ‘Sales-First’ Culture
Everyone in sales recognizes that there is an unfortunate gap between marketing automation and customer relationship management (CRM). When 80 percent of marketing-qualified leads...
PowerViews with Joanne Black: No Such Thing As “Warm Calling”
Cold calling has long been a staple of sales, but knowing just a little bit about a prospect is actually not much better. There...
How to Ensure Your Sales Appointments Aren’t Just Appearances
In “Wampeters, Foma & Granfalloons”, Kurt Vonnegut describes “granfalloons” as proud but meaningless associations of human beings. Isn’t this the case with marketing and...
PowerViews with Ruth Stevens: The Science (not the art) of Marketing
The amount of data available to marketers today can be overwhelming. Sifting through the information to siphon out the promising leads is less of...
How to Diagnose if Inbounditis is Killing Your Sales Pipeline
A healthy, driven inbound marketing department is great, but over-reliance on inbound marketing (what I like to call "inbounditis") negatively affects the revenue backbone...