The Truth About Leads

Dan McDade, President and CEO of PointClear
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.
Sep 13 2012
48 mins
The Truth About Leads
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  • The Truth About Leads Recorded: Sep 13 2012 48 mins
    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.
  • Secure and Trusted Electronic Signatures with Adobe EchoSign Recorded: Jul 31 2012 30 mins
    With over 4 million users worldwide, Adobe EchoSign is the leading electronic signature provider, delivering efficiency and security to your the signing process for any document, contract or form. For operations such as finance, HR or legal, EchoSign enables streamlined operations, and for sales EchoSign offers accelerated revenue acquisition and improved customer satisfaction. See how EchoSign has transformed brand name companies from all industries - Aetna, Cigna, Facebook, Google, Time Warner Cable -- as well as thousands of small and medium businesses.
  • Adobe Acrobat X: Reduce Risk and Protect Documents Recorded: Jun 28 2012 60 mins
    Control your work and help secure sensitive information. Attend this webinar to hear about best practices for implementing security policies and how Acrobat X and Reader X implement security standards.

    In this presentation, you will learn how to:
    - Protect information - use Adobe Acrobat Pro X to set permissions, limit access and control user interaction
    - Save time and accelerate document workflows with electronic document signatures
    - Permanently remove content and metadata from a document to expedite sharing
  • Applying Smarter Metrics to your Sales and Marketing Funnel Recorded: May 22 2012 39 mins
    This webinar will reveal how smart metrics are helping B2B organisations to systematically attract, engage, qualify and convert more of the right sort of prospects. Drawing on the winning habits of many of today’s top-performing sales and marketing organisations, we will show how the proactive management of the lead-to-revenue process is shortening sales cycles, increasing win rates and improving the return on marketing resources.

    The webinar will explore the importance of crystal-clear pipeline definitions and milestones and the need to measure velocity and conversion rates at each stage in the process, as well as explaining why sales and marketing must adopt a common language in addition to sharing consistent goals, measures and metrics. Listeners will be left with immediately actionable recommendations to improve their marketing and sales performance.

    PROFILE: Bob Apollo is Managing Partner of Inflexion-Point, the UK-based sales and marketing performance improvement specialists. He helps ambitious growth-phase B2B companies to systematically attract, engage, qualify and convert more of the right sort of prospects.

    Prior to founding Inflexion-Point, Bob worked with and for high-growth B2B companies in sales and marketing leadership positions - many of which emerged as leaders in their chosen markets, including HP, Sybase, Vodafone, Sterling Commerce, SCO and the Protege Group.
    Bob writes regularly on B2B sales and marketing issues at www.inflexion-point.com/blog, has been named a "Top 25 Sales Influencer for 2012" by OpenView labs, and is a featured contributor to Entrepreneur Country, CustomerThink and a range of other publications.
  • Sales people don't want leads! Is this why they won't follow up on my leads? Recorded: Jan 10 2012 33 mins
    Sales people don't want leads! This statement horrifies marketers and (might) secretly delight sales people. Back in the days of Glengarry Glenn Ross sales leads were a big deal but today sales people want qualified opportunities and anything less than that is not going to warrant a follow up. Buyers cite lack of sales follow up as a source of frustration. How can we move forward? Attend this session and find out.

    Naylor Gray has 14 years of marketing expertise and he is an Account Director with demand generation agency Bulldog Solutions. Gray leads the account team and serves as the client advocate across all departments within Bulldog Solutions. In addition to providing thought leadership within the industry, he works with leading Bulldog Solutions clients to develop, implement and optimize their demand generation strategies.
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  • Live at: Sep 13 2012 2:00 pm
  • Presented by: Dan McDade, President and CEO of PointClear
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