The Truth About Leads

Presented by

Dan McDade, President and CEO of PointClear

About this talk

Lead generation and qualification are the meat and potatoes of the sales process, but also the source of conflict, infighting and wasted effort at many business-to-business (B2B) companies. This practical presentation sheds light on the little-known secrets that help you focus your lead-generation efforts, align your sales and marketing organizations and drive revenue. Dan McDade debunks traditional thinking about how to generate qualified leads while uncovering the truths that lead to additional, larger and more profitable wins for your organization. You'll learn: •The most common problems that confront sales and marketing organizations in the process of lead generation, qualification, and prospect nurturing; •The causes of these issues, including misalignment between marketing and sales; •The cost of not addressing broken processes and keeping those involved accountable; and •Most importantly, the top 10 actions you can take today to help you succeed. Dan is a board member of the Technology Association of Georgia (TAG) Education Collaborative, an organization promoting STEM (science, technology, engineering and math) education in Georgia’s middle and high schools. The Sales Lead Management Association named Dan one of the 50 most influential people in sales lead management in 2009, 2010 and 2011. In addition he was named a 2012 Top Sales Expert and one of the Top 50 Sales & Marketing Influencers for 2012 by Top Sales World. Dan is also the author of ViewPoint | The Truth About Lead Generation, a blog exploring issues related to B2B sales, marketing and lead generation.

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