Pointclear
NOVEMBER 8, 2017
This article does a good job of explaining the importance of the ULD—assuring everyone is on the same page and working toward the same end—and covers additional ground (“How to do lead management that improves conversion”). See this article for my advice on “How to Establish a Meaningful Lead Definition.”.
Pointclear
APRIL 16, 2018
I recently talked to Dan McDade with PointClear as part of a series on SLMA Radio that I’m hosting that deals with the issue of pipeline ownership. With the advent of new marketing automation capabilities, AI apps and other technology, marketing is inserting itself deeper in the pipeline at almost every level.
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No More Cold Calling
NOVEMBER 21, 2013
Consider this example from Dan McDade, president and CEO of PointClear: The marketing department for one unnamed company generated more than 9,000 “sales leads” in a year, but only 1.28 In his article, “ Point C: From Chaos to Kickass ,” Dan writes: In average companies, sales reps close about one out of five leads they qualify.
SBI
NOVEMBER 13, 2012
You’ll find articles, book reviews, webinars, and an “ask the expert” feature. They assist with implementation strategy, productivity & performance initiatives, processes, technology and tools. Dan McDade – Pointclear. Author, Nancy Nardin is the foremost expert in sales productivity tools.
Braveheart Sales
FEBRUARY 20, 2020
This article is written with field sales teams in mind. An outside sales call costs $308, an inside sales call costs $50 [Source: PointClear]. Feel free to download our Value Proposition Creation Tool if you need help. Containing costs is important in every business. Source: com]. Don’t Overlook Hiring.
Pointclear
MARCH 19, 2018
The budget has grown because of: the new software tools she purchased in her chase for buyers, annual maintenance fees, multiple agencies that execute her programs, and new employees for marketing operations, content management, and analytics. I have no axe to grind on this subject, but I do know that: Talking about ROI isn’t enough.
Pointclear
JANUARY 31, 2012
I was struck by Dan McDade’s statement in his recent article, Sales Leads: Why Your Reps Need Fewer, Rather Than More , that sales reps are paid to sell—not interpret leads. You have sales reps saying that we have no tools that help us and we have buyers saying—it sure shows!
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