ViewPoint Blog

Exploring issues related to B2B sales, marketing & lead generation.

Lead Generation Specialist

Posted by Dan McDade on Oct 24, 2017 8:45:58 AM

Tags: Cold Calling

0 Comments

Chairs are Dead—and Other B2B Marketing Hogwash

In 2015, I wrote this blog for Sales & Marketing Magazine: Dead is Dead (in Sales & Marketing). It seemed like, suddenly, a lot of things were dying: cold calling was dead; telephone prospecting was dead; outbound..

Lead Generation Specialist

Posted by Dan McDade on Apr 19, 2017 5:05:52 PM

Tags: B2B Sales, Outbound Marketing, Cold Calling

3 Comments

Insights on Outbound Conference in Atlanta

On April 13, 2017, I attended the #OutBound conference in Atlanta, GA. Remarkably, despite the road destruction in downtown Atlanta, everyone got there on time – about 400 attendees. The event was held at the Hotel..

Lead Generation Specialist

Posted by Dan McDade on Nov 8, 2016 9:45:00 AM

Tags: B2B Marketing, B2B Sales, Cold Calling

1 Comment

Gold Calling vs. Cold Calling

I've written many blog posts on the fact that cold calling isn't dead. In fact, doing the right amount of research, adding a personalized touch to your outreach attempts, and a lot of persistency will help you get in..

Lead Generation Specialist

Posted by Dan McDade on Sep 9, 2016 7:35:00 AM

Tags: B2B Sales, Cold Calling

2 Comments

Three “Lies” That Plague B2B Businesses Today (Part One of Three)

  1. Cold calling is dead.
  2. 57 – 90% of the buying process is complete before a sales rep needs to get involved.
  3. Marketing and sales are aligned 

Do you agree these are lies?

Lead Generation Specialist

Posted by Dan McDade on Mar 11, 2014 9:23:00 AM

Tags: B2B Sales, PowerViews, Cold Calling

0 Comments

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 is no such thing as “warm calling,” says my latest guest on PowerViews, Joanne Black...

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What Should the Sales Close Rate Be?

I’ve read and heard (from a well-known industry analyst firm) that best-in-class companies close 30% of sales qualified leads..

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