These Updated Takes on B2B Lead Generation Strategies May Surprise You


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Many thanks to Stone Payton and Todd Schnick, hosts extraordinaire of High Velocity Radio, for the interview on my new book, The Truth About Leads. (listen to the podcast)

The B2B lead generation and sales lead management strategies we discussed included…


  • Shifting from a full BANT approach to focus on two areas: authority and discovering need. Visualize need as the tree that’s fallen into the living room.
  • Looking beyond the science of selling to address the three overlooked components making up the art of selling.
  • The five marketing activities you have to get right before you can expect marketing automation success.

Stone also graciously asked me to talk about my work as chair of the Technology Association of Georgia Education Collaborative. TAG ED is a non-profit focused on strengthening Georgia’s future workforce by uniting TAG resources with leading education initiatives to emphasize science, technology, engineering and mathematics (STEM) in our middle and high schools. Interested in learning more? Let me know!

High Velocity Radio

Republished with author's permission from original post.

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.


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