Bob Thompson interviews Dan McDade, founder of PointClear and author of The Truth About Leads about lead management, marketing automation and strategic account management.
Listen to this podcast to learn: 
- Why marketing automation such a hot market right now
- Key issues and obstacles for lead management success
- Why executives don’t want to be treated like “human pinballs”
- Resources that should be invested in strategic accounts
- Common mistakes made in strategic account management
- Measuring success with prospect development
Interview recorded on Jan. 11, 2011.
Bob,
Very thoughtful discussion! Several insights struck me as both important and too often misunderstood. Specifically:
1. Dan’s emphasis on the need for agreement between sales and marketing on the definition of a lead and how both organizations and senior management are going to manage leads and coordinate their ongoing efforts to ultimately close opportunities.
2. Dan’s understanding of the real world limitations of MA also struck home. He reminded me once again of the continuing need for real people to work with real prospects; especially in strategic opportunities. MA has a place, but it is clearly not the solution to all of the world’s sales problems.
Thanks! Keep it up. Is McDade’s book available on Amazon?