Dan McDade comes on the Salesman Podcast to discuss the secrets of generating sales leads that transform to closed deals and commission bonuses.
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Podcast: Download (Duration: 33:16 — 30.6MB) | Embed
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Lead Gen Secrets
The show is kicked off with Dan defining what he thinks a ‘sales lead’ actually is VS how marketers and a whole bunch of other stakeholders define it.
“It comes down to pain, priority and process” – Dan McDade
Dan then shares this thoughts on whether a lead is actually a lead before it has been qualified and proven useful for a salesperson to receive.
“Nurturing leads is not something that high quality salespeople want to do” – Dan McDade
The show is wrapped up with Dan explaining his process of nurturing sales leads and the step by step way the team at ClearPoint manage them.
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Show notes:
The blog post Dan mentions – The 7 Truths About Sales And Marketing
Book – The Truth About Leads
Linkedin.com/in/danmcdadepointclearllc
Guest info:
Dan McDade founded PointClear in 1997 to help B2B companies with complex sales processes drive revenue through lead generation, qualification and nurturing. For close to 20 years, he’s been instrumental in developing strategies that assure 100% of leads delivered to client sales organizations are fully qualified to client specifications.
Dan is the author of The Truth About Leads, a book about how to focus lead-generation efforts, align sales and marketing, and drive revenue. He also wrote From Chaos to Kickass, an ebook detailing benefits of sales and marketing optimization; and he authors the blog ViewPoint.
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