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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.

PowerViews with James Obermayer: Lead Management & Integrated Direct Marketing

My PowerViews guest today is James Obermayer. Jim is the founder of the Sales Lead Management Association. SLMA is the sponsor of the yearly...

PowerViews with Ginger Conlon: Trustability & Your Customer’s Voice

Today's PowerViews guest is Ginger Conlon, Editorial Director of 1to1 Media. She is responsible for the direction and day-to-day editorial operations of award-winning publications...

PowerViews with Andrew Gaffney: Tipping Points & Differentiators

My PowerViews guest today is Andrew Gaffney. Andrew is currently Editorial Director at G3 Communications, as well as Editor and Publisher of DemandGen Report....

SiriusDecisions Summit 2012 Recap: Alignment Key to Revenue & Profit Growth

This year's SiriusDecisions Summit was attended by over 1,100 executives and had to be their most successful event yet. While there, I heard that...

PowerViews with Christopher Hosford – CRM/Marketing Automation/Social Convergence

Today's PowerViews guest is Christopher Hosford. Christopher is an award-winning business writer and editor based in New York City. He is East Coast Bureau...

The Cost-Per-Lead Fallacy in Measuring B2B Lead Generation Investments (Pt 3 of 3)

The introductory post in this series addressed the problems and costs of applying the cost-per-lead metric to measure the success of B2B lead generation...

The Cost-Per-Lead Fallacy in Measuring B2B Lead Generation Investments (Pt 2 of 3)

In the first blog on the fallacy of using the cost-per-lead metric to measure the success of B2B lead generation investments, we looked at...

The Cost-Per-Lead Fallacy in Measuring B2B Lead Generation Investments (Pt 1 of 3)

As much as marketing and sales best practices—not to mention just plain common sense—dictate that cost-per-lead not play a prominent role in managing and...

PowerViews with Trip Kucera: Best Practices & Surprising Trends

My guest today for this third PowerViews interview is Trip Kucera, Senior Research Analyst at Aberdeen Group. His focus in the Marketing Effectiveness and...

PowerViews with Jeff Ernst: Marketing & Sales Must Work Together

In this second episode of PowerViews, I have the pleasure of talking with Jeff Ernst who provides advisory services to CMO and marketing leadership...

“Enchantment” by Guy Kawasaki

I am an avid reader, but I have to admit to reading more novels than non-fiction. However, there was something about the description of...

Demand Generation Strategies & Lead Management Processes First

Lack of clarity and erroneous assumptions about demand generation, lead management and marketing automation are effectively addressed in two recent Software Advice whiteboard videos...

Turning Raw B2B Sales Leads Into Real Opportunities: Don’t Give Up Too Soon

When qualifying and nurturing sales leads, the lead farmer (prospect development professional) has a challenging job. The starting point in lead management is usually...

Lead Qualification & Lead Nurturing: Who’s Job Is It?

Are marketing resources or sales reps the right resources to do lead qualification and lead nurturing in the B2B complex sale? The answer is clear,...

Sales Leads: Why Your Reps Need Fewer, Rather Than More

Contrary to popular belief, reps don't need more sales leads. They need fewer leads—or more accurately, fewer raw, unfiltered, unqualified leads. Best sales lead...

Outsourcing Strategic Account Management – What, are you crazy?!

At first glance, the idea of outsourcing strategic account management may seem absurd. After all, B2B companies usually define strategic accounts as their best customers...

The Top Ten Actions to take from the book: “Social Marketing to the Business Customer”

I recently read Paul Gillin and Eric Schwartzman's book: "Social Marketing to the Business Customer". I liked the book (so much so that I...

The 11th Question to Ask Before Buying a Marketing Automation Solution

A good read I discovered recently is a post by Lauren Carlson, What Do You Wish You Had Asked Your MA Vendor?, on the...

The Power of the Human Voice in Lead Qualification & Lead Nurturing

In a recent conversation on marketing approaches, friend and colleague Elizabeth Fairleigh, thE Connection, shared an interesting comment: "I was thinking about outbound telephone calls...

What I learned at Dreamforce 2011

Jason Kort is one of the forces behind Marketing Automation Times, a blog dedicated to providing the latest news and information on the world...

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