Developing Prospects. Driving Revenue
Developing Prospects. Driving Revenue
PointClear

view point

The number of companies outsourcing at least a part of their prospecting and sales activities is getting larger by the minute.

—Selling Power, October 2009

resources

Articles

 

2014

Chief Marketer

Solid Gold Case for Calibrating Marketing Automation Results

by Dan McDade

Chief Marketer

January 31, 2014

Stop Feasting at the Big Data Buffet

by Dan McDade

CMO.com

January 24, 2014

3 Ways to Fix Disappointing Sales

by Dan McDade

Salesforce.com

January 15, 2014

Na-Nu Na-Nu: $9 of Revenue Leaks from the Funnel for every $1 You Sell

by Dan McDade

SAVO

January 6, 2014


2013

Sales Leads: Using Business Forensics to Mine Incremental Revenue

by Dan McDade

Salesforce.com

November 25, 2013

How to Turn Marketing Leads into Sales Revenue

by Dan McDade

Salesforce.com

October 9, 2013

Hogwash: The Seven Biggest Lies About Lead Generation

HOGWASH: 1. Worthless, false or ridiculous speech or writing; nonsense. 2. Garbage fed to hogs; swill. … not exactly a diet for high performing marketing organizations.

by Dan McDade

MyCustomer.com

September 25, 2013

To Leave a Voicemail or Not to Leave Voicemail? ... Why is that even a question?

by Dan McDade

CommPRO.biz

August 28, 2013

Point C: From Chaos to Kickass

by Dan McDade

CMO Council

August 5, 2013

'Gold Calling' Is Alive and Well

More musings on the premature death knell for outbound sales

by Dan McDade

Sales & Marketing Management

June 7, 2013

DemandGen Report

More Than 70% of Buyers Want Sales Involved Early in the Buying Process

by Dan McDade

DemandGen Report

June 4, 2013

Don't Believe the Hype

Don't get flattened by the overpromises of inbound marketing

by Dan McDade

Sales & Marketing Management

May/June 2013

Stephen Covey Is Gone, and I'm Not Feeling So Good Myself

by Dan McDade

Sales & Marketing Management

April 29, 2013

MarketingProfs.com

The Folly of Inbound Marketing

by Dan McDade

MarketingProfs

January 30, 2013

Inbounditis: There Is a Cure

by Dan McDade

The CMO Site

January 22, 2013

4 Fixes for Flimsy Sales Forecasts

by Dan McDade

Sales & Marketing Management

January 14, 2013


2012

3 Steps to Fully Optimized B2B Prospect Development

by Dan McDade

Sales & Marketing Management

December 10, 2012

The Top 10 Mistakes Marketers Make

by Dan McDade, PointClear

Direct Marketing News

November 20, 2012

4 Fixes for Lackluster Leads

by Dan McDade

Sales & Marketing Management

November 19, 2012

B2B Sales & Marketing Optimization: Deliver Fewer, but Better, Sales Leads

Dan McDade unlocks the secrets of the optimization process in three steps. In part one, he examined aligning market, lead definition and message. In part two, he explored measurement of the progression of leads through the sales process. In this final article, he details a fully optimized state of prospect development.

by Dan McDade

MyCustomer.com

October 19, 2012

2012 Social Media Trends, Opportunities & Strategies

Five social media experts explain expected social media trends for 2012, the right strategies and how to prioritize them.

by Dan McDade

Business Review USA

October 12, 2012

Management - Turn Leads Into Sales

A blueprint for establishing a strategic approach.

by Shane Dale

Counselor Magazine

October 1, 2012

B2B Sales & Marketing Optimization: Measure What Matters

Dan McDade unlocks the secrets of the optimization process in three steps. In part one, he examined aligning market, lead definition and message. In this second article, he explores measurement of the progression of leads through the sales process.

by Dan McDade

My Customer

September 19, 2012

Destination CRM

Aligning Your Sales and Marketing Processes

Two solutions for fixing a 20-year-old problem

by Dan McDade

Destination CRM

September 14, 2012

Chief Marketer

Connect with B2B Buyers Before They're Too Far Down the Funnel

by Dan McDade

Chief Marketer

September 13, 2012

B2B Sales & Marketing Optimization: How to Align Market, Media & Message

Dan McDade unlocks the secrets of the optimization process in three steps. In this, part one, he examines agreeing on market, lead definition and message.

by Dan McDade

My Customer

September 12, 2012

Why Your Sales Force Needs Fewer Leads

The sales paradox: high-volume lead programs can be counterproductive

by Dan McDade

Sales & Marketing Management

August 27, 2012

MarketingProfs.com

You Are Getting Lead Qualification Wrong: Dan McDade on Marketing Smarts

by Matthew Grant

MarketingProfs

July 3, 2012

Shrink Database to Grow Leads

by Dan McDade, PointClear

Direct Marketing News

July 1, 2012

BtoB

Lead-Gen by Phone: The Ultimate in Content Marketing

by Dan McDade, PointClear

BtoB Magazine

May 14, 2012

Chief Marketer

Using Marketing Analytics to Accurately Microtarget B2B Leads

by Karla Blalock, PointClear

Chief Marketer

May 3, 2012

9 Ways Marketing And Sales Can Be A Winning Team
by Dan McDade, PointClear

CMO.com

April 12, 2012

BtoB

Room for Improvement

The tech industry needs to do a better job of aligning sales and marketing

by Dan McDade, PointClear

BtoB Magazine

Feb. 13, 2012

Business 2 Community

'The Truth About Leads' Is Just That

by Paul Gillin

Business 2 Community

Feb. 3, 2012

MarketingProfs.com

Three Tricks for Getting Your Lead Gen Program Where You Want It To Go

MarketingProfs

Feb. 2, 2012

Lead Gen and the Complex Sale in 2012: Real Change or More Stagnation?

by Dan McDade, PointClear

Business Marketing Association

Feb. 2, 2012

BtoB

Three Strategies that Make for Successful Email Offers

by Dan McDade, PointClear

BtoB Magazine

Jan. 5, 2012


2011

MarketingProfs.com

The Importance of the Right Offer in Lead Generation

MarketingProfs

Dec. 22, 2011

1to1 Media

The Rules of Social Engagement for Sales

When mining social media for sales prospecting, sales organizations must follow the rules of social engagement.

by Mila D'Antonio, 1to1 Magazine

1to1 Media

Nov. 28, 2011

BtoB

Faster Ways to Waste Direct Marketing Investments

by Dan McDade, PointClear

BtoB Magazine

Nov. 21, 2011

MarketingProfs.com

10 Questions + 10 Actions = Lead Generation Gains

by Dan McDade, PointClear

MarketingProfs

Nov. 21, 2011

BtoB

What Are the Three Critical Success Factors that Ensure Your B2B Email Campaigns Fulfill Their Potential?

by Dan McDade, PointClear

BtoB Magazine

Nov. 3, 2011

RainToday.com

The Costly Assumption Most Salespeople Make

by Dan McDade, PointClear

RainToday.com

November 2011

TMCnet.com

To Outsource or Not to Outsource: Lead Generation and Appointment Setting

by Juliana Kenny

TMCnet.com

Oct. 20, 2011

MarketingProfs.com

What Doesn't Work in Lead Management

by Dan McDade, PointClear

MarketingProfs

Oct. 17, 2011

BtoB

What Are 3 Critical Market-Targeting Success Factors That Will Generate Higher Email Response Rates?

by Dan McDade, PointClear

BtoB Magazine

Oct. 6, 2011

MarketingProfs.com

Five Strategies for Speaking to B2B Buyers' Pain Points

by Dan McDade, PointClear

MarketingProfs

Sept. 19, 2011

MarketingProfs.com

Four 'Secrets' to Turning Raw Leads Into Real Opportunities

by Dan McDade, PointClear

MarketingProfs

Sept. 7, 2011

MarketingProfs.com

Why Sales Needs Fewer Leads From Marketing

by Dan McDade, PointClear

MarketingProfs

Aug. 26, 2011

DemandGen Report

The Magic of 12: How to Magnify Lead Generation Results Using Multiples

by Dan McDade, PointClear

DemandGen Report

Aug. 16, 2011

Destination CRM

Market Segmentation and Testing

Boost sales, lower costs without losing your marbles

by Dan McDade, PointClear

Destination CRM

Aug. 5, 2011

Coaxing Long-Term Leads to the Finish Line

by Dan McDade, PointClear

e-Commerce Times

Aug. 3, 2011

Destination CRM

The Sales Lead Paradox

Two lead generation strategies and why fewer leads are better

by Dan McDade, PointClear

Destination CRM

July 29, 2011

BtoB

Are There Situations Where Automated Email Marketing Solutions Are Not an Effective Way to Market a Product or Solution?

by Dan McDade, PointClear

BtoB Magazine

July 14, 2011

Target Marketing

9 Factors That Drive Outbound Marketing Success

by Dan McDade, PointClear

Target Marketing

July 13, 2011

CRM Buyer

10 Ways to Magnify Lead-Generation Results

by Dan McDade, PointClear

CRM Buyer

June 21, 2011

The Gap Between Marketing and Sales Impedes Your Lead Process

Why 70 percent of sales leads aren't followed up

by Dan McDade, PointClear

Sales & Marketing Management

June 6, 2011

CRM Marketplace

Sales & Marketing Alignment Demands C-Level Involvement

by Dan McDade, PointClear

CRM Marketplace

June 2011

Free Registration Required

CRM Marketplace

Is Lead Generation A Broken Process In Your Company?

by Dan McDade, PointClear

CRM Marketplace

June 2011

Free Registration Required

Destination CRM

Bridging the Gap Between Marketing and Sales

How to improve your lead process

by Dan McDade, PointClear

Destination CRM

June 3, 2011

AMA Marketing Power

Truth or Dare: Discovering the Secrets Behind Better Lead Generation

by Nancy Pekala

American Marketing Association

May 2011

BtoB

Multiple Touches Raise Lead-Generation Stakes

by Christopher Hosford

BtoB Magazine

May 23, 2011

BtoB

The Secret's Out: 9 Steps to Smarter Lead Generation

by Dan McDade, PointClear

BtoB Magazine

May 23, 2011

TMCnet.com

PointClear President Sheds Light on Lead Management Strategies

by Juliana Kenny

TMCnet.com

May 3, 2011

Smart Selling Tools

Who’s Harvesting Your Lead Farm?
by Dan McDade, PointClear
Smart Selling Tools
Apr. 25, 2011

DemandGen Report

Author Dan McDade Tells "The Truth About Leads", Shares Insights Into Defining Target Markets

by DG Report

DemandGen Report

Apr. 4, 2011

Target Marketing

B-to-B: Lead Generation is Broken

The sales problem facing marketers and how to fix it

by Dan McDade, PointClear

Target Marketing

March 2011

Destination CRM

Required Reading: Taking the Lead

Sales and marketing teams must be connected for a win-win scenario

by Koa Beck

Destination CRM

Mar. 22, 2011

DemandGen Report

3 Ways to Garner C-Level Involvement to Maximize Sales & Marketing Alignment

by Dan McDade, PointClear

DemandGen Report

Mar. 9, 2011

FeedBlitz

That Perfect Prospect Hasn’t Returned Your Call? Think in Multiples to Multiply Results!
by Dan McDade, PointClear
FeedBlitz
Mar. 8, 2011

Target Marketing

The 3 M's of Converting Leads into Sales: Multitouch, Multichannel and Multicycle

by Dan McDade, PointClear

Target Marketing

Feb. 23, 2011

Business 2 Community

Is Lead Generation a Broken Process in Your Company?

by Dan McDade, PointClear

Business 2 Community

Feb. 19, 2011

BtoB

Being 'More Deliberate' on When to Initiate the Human Touch

BtoB Magazine

Feb. 14, 2011

1to1 Media

Five Steps to Close the Gap Between Marketing and Sales

The Truth About Leads Book Excerpt: Senior leaders need to rethink the lead management process or risk wasting marketing investments and losing sales.

by Dan McDade, PointClear

1to1 Media

Feb. 2, 2011

MarketingProfs.com

Sales and Marketing Best-Practices: Seven Heavenly Virtues
by Dan McDade, PointClear
MarketingProfs
Jan. 25, 2011

BtoB

How Should Marketers Target Their Most Profitable Accounts?

by Dan McDade, PointClear

BtoB Magazine

Jan. 20, 2011


2010

Smart Selling Tools

How to Fix a Broken Lead Generation Process

by Dan McDade, PointClear

Smart Selling Tools

Dec. 2, 2010

DemandGen Report

Improving Performance 3 of Sales Managers’ 6 Jobs

by Dan McDade, PointClear

DemandGen Report

Nov. 30, 2010

Business 2 Community

The 7 Fundamental Truths About Leads

by Dan McDade, PointClear

Business News And Technology.com

Nov. 11, 2010

Target Marketing

7 Truths About Managing Your Sales Force

by Thorin McGee

Target Marketing

Nov. 10, 2010

CRM Buyer

How to Get Out of Lead Purgatory

by Dan McDade, PointClear

CRM Buyer

Oct. 25, 2010

Chief Marketer

Cracking the C-Suite: Finding the Right Exec to Close the Sale

by Stephen J. Bistritz and Dan McDade

Chief Marketer

Oct. 19, 2010

DemandGen Report

6 Best Practices for Following Up on Webinar Attendees & Registrants

by Dan McDade, PointClear

DemandGen Report

Oct. 5, 2010

CRM Buyer

Why That Mountain of Leads is a Molehill of Sales

by Dan McDade, PointClear

CRM Buyer

July 28, 2010

DemandGen Report

Why the “Same Old” is New Again: Applying Tried & True Lead Gen

by Dan McDade, PointClear

DemandGen Report

Mar. 23, 2010

DemandGen Report

Customer Effective Pumps Up Pipeline, Outsources Lead Gen

DemandGen Report

Jan. 25, 2010


2009

Cision Navigator

Social Media vs. Traditional Media

by Peter Baron, Carabiner Communications

Cision

Dec. 10, 2009

DemandGen Report

Leveraging Social Media for Sales Lead Generation

by Dan McDade, PointClear

DemandGen Report

Dec. 1, 2009

SLMA

Why Direct Marketing Causes Executives to Lose Their Marbles

by Dan McDade, PointClear

Sales Lead Management Association

Aug. 26, 2009

How to Stop Sales and Marketing Leaks

by Dan McDade, PointClear

Sales & Marketing Management

Aug. 3, 2009

SLMA

Attributes of a Well-Qualified Lead

by Dan McDade, PointClear

Sales Lead Management Association

Aug. 2, 2009

CRM Marketplace

Why Sales Needs Fewer Leads, Even In Tight Times

Leading sales expert addresses the critical question of why sales opportunities are stalling – and how to re-energize your revenue performance

by Dan McDade, PointClear

CRM Marketplace

July 31, 2009

BtoB

5 Ways to Trim the Fat from Your Direct-Marketing Budget

by Amy Syracuse

BtoB Magazine

July 20, 2009

InsideCRM

Why Generating More Leads Isn’t the Answer to Greater Sales Revenue

Take these steps now to improve your sales performance.

by Dan McDade, PointClear and Tim Sullivan, Sales Performance International

InsideCRM

June 16, 2009

Destination CRM

Speed Up Sales in a Slow Economy

Focus on lead quality and refined marketing spend to get the job done.

by Dan McDade, PointClear

Destination CRM

Mar. 31, 2009

BtoB

How to Maximize B2B Marketing Spends in a Tough Economy

by Amy Syracuse

BtoB Magazine

Feb. 2, 2009

Sales Success Highlight: CenterBeam Accelerates Sales Momentum

Even in a sluggish economy, there is business out there.

Sales & Marketing Management

Feb. 2, 2009

MarketingProfs.com

How a Targeted Lead-Development Program Earned an IT Company 34% Yearly Growth for Five Years (and Counting)

by Kimberly Smith

MarketingProfs Today

Jan. 27, 2009

TAG

Speeding Up Slow Sales Cycles

by Dan McDade, PointClear

Technology Association of Georgia

Jan. 27, 2009

DemandGen Report

Offers They Can’t Refuse: Experts Say New Content Focus Needed for Lead Gen

by John Gaffney, Senior Analyst

DemandGen Report

Jan. 21, 2009

The Chemistry of Sales M2O

By improving lead quality and focusing on market, media and offer (M2O), companies can thrive in tough economic times.

Sales & Marketing Management

Jan. 15, 2009


2008

SLMA

Hibernate or Dominate? Unbearable News from the Sales Front!

by Dan McDade, PointClear

Sales Lead Management Association

Dec. 30, 2008
Registration Required

Destination CRM

“One and Done” Marketing Should be Over and Out

A multitouch, multimedia approach can multiply your marketing results.

by Dan McDade, PointClear

Destination CRM

Nov. 10, 2008

DemandGen Report

CenterBeam Revs Revenue Despite Economic Downturn Via Lead Nurturing Programs

DemandGen Report

Nov. 9, 2008

LocalTechWire

Don’t Let Tough Times Get You Down—Tech Companies Can Still Accelerate Sales

by Dan McDade, PointClear

LocalTechWire

Nov. 3, 2008

DemandGen Report

DemandGen Honors Top 10 Firms Using Automation Tools to Fuel Business Growth (Part 2)

by Andrew Gaffney, DemandGen Report

DemandGen Report

Oct. 9, 2008

DemandGen Report

M2O: Matching Market & Media to the Right Offer Accelerates the Pipeline
by Dan McDade, PointClear

DemandGen Report
Aug. 12, 2008

CRM Buyer

ANALYSIS: B2B Appointment-Setting: Less Risk, Less Reward?
by Peter Ostrow, E-Commerce Times

CRM Buyer
May 1, 2008

DemandGen Report

Multi-touch, Multi-media, Multi-cycle Marketing, Multiplies Results
by Dan McDade, PointClear
DemandGen Report
Spring 2008

DemandGen Report

SafeHarbor Hooks Big Prospects by Outsourcing Lead Management Ops
by Amanda Batista

DemandGen Report
April 24, 2008

CRM Marketplace

Cruising Toward Greater Sales
CRM Marketplace
March 17, 2008

DemandGen Report

Health Care Provider Remedies Lead Gen Through Partnership
DemandGen Report
Feb. 27, 2008

CRM Marketplace

The Cure for Provider and Payor Pains
CRM Marketplace
Feb. 28, 2008


2007

CRM Marketplace

Zen In The Art Of Sales Team Performance
by Dan McDade, PointClear
CRM Marketplace
November 2007

Training Magazine

Hire, Train, Compensate: Why It Isn't Enough

Three steps managers must take now to boost sales team performance.
By Dan McDade, PointClear
Training Magazine
October 2007

DemandGen Report

CASE STUDY: IT Services Firm Builds Demand By Outsourcing Lead Generation
by Jessica Humphrey
DemandGen Report
July/August 2007


2006

Multichannelmerchant.com

Why Too Many Leads Can Hurt Sales Performance
by Dan McDade, PointClear
Multichannelmerchant.com
November 2006

Marketingsherpa.com

Lead Scoring and Management Roundtable—6 Experts Answer Sherpa's Top 10 Questions
Marketingsherpa.com
October 2006
PDF Download, No Registration required

MarketingProfs.com

Lead Generation Case Study: How Multiple Touches Can Lead to Profit Multiples
by Paul McKeon, The Content Factor
MarketingProfs
March 2006
Registration Required


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