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Dan McDade

About Dan McDade

Dan McDade founded PointClear in 1997 to help B2B companies with complex sales processes drive revenue through lead generation, qualification and nurturing. For over 20 years, he was instrumental in developing strategies that assured 100% of leads delivered to client sales organizations were fully qualified to client specifications.

2015 Word of the Year: Nurturing

17 February 2015 by Dan McDade

I don’t know of a single company that can afford to throw away two out of every three potential leads. Unfortunately, if we were to take a closer look, that’s exactly what’s happening. For this reason, when I met with my SVP of Marketing and PR/Publicist for our annual planning meeting at the start of… Read More

Filed Under: Article, Sales Prospecting

5 Tips to Optimize Marketing & Sales ROI

9 April 2018 by Dan McDade

Today, too many B2B marketers are generating leads without regard to quality … and paying a premium for appointments that won’t generate the results they need. With the marketing tools out there today (close to 5,000 of them) it is easier to get more poor-quality leads to sales faster than ever before. And, it is… Read More

Filed Under: Article, Lead Generation, Marketing

Are You Minding the Revenue GAP?

13 August 2014 by Dan McDade

Most of the so-called experts in lead generation today are riding the inbound bandwagon. It’s hard to read a marketing article or blog without a blaring headline claiming inbound is king and outbound is dead. I get it. Inbound leads are in some cases great. You use SEO, blogs, marketing automation—every tool in the kit—and… Read More

Filed Under: Article, Lead Generation

Back to the Future: Account Based Marketing

31 August 2015 by Dan McDade

“Demand generation [via marketing automation] is a highly efficient model for certain kinds of businesses.” Honestly, I never thought I would hear those words—much less hear them during a webinar featuring Jon Miller, founder of Marketo and the new account based marketing automation company, Engagio. Miller compares marketing automation to fishing with a net and… Read More

Filed Under: Article, Business Development, Lead Generation

Big Truth: It’s the economics, stupid!

23 September 2014 by Dan McDade

“It’s the economy, stupid” was a slight variation of the phrase “The economy, stupid”, coined by James Carville during his stint as a campaign strategist for Bill Clinton during Mr. Clinton’s successful run for president in 1992. While Mr. Clinton’s opponent, President Bush, enjoyed a 90% approval rating days after the ground invasion of Iraq,… Read More

Filed Under: Article, Lead Generation

Building an Inside Sales Lab: 10 Essential Tips for Success

18 September 2014 by Dan McDade

Why build an Inside Sales Lab in your own office? Testing is an excellent way to grow sales. Most firms with significant inside sales already test alternative scripts, lists, and/or prices, but they do so casually as part of day-to-day activities. A lab concentrates this function into a small, well-disciplined group with the right tools to… Read More

Filed Under: Article, Inside Sales, Sales Tools

CEOs Don’t Care About Leads – There are 5 Reasons They Should

6 October 2014 by Dan McDade

CEO’s don’t care about leads. They don’t care about databases. They don’t care about content. They don’t care about social media. They don’t care about cost per lead. They don’t care about marketing ROI (mostly because they can’t track it). They care about revenue. As a result, mayhem is the best word to use to… Read More

Filed Under: Article, Lead Generation, Leadership

CEOs Don’t Care About Leads – There are Five Reasons They Should (Part 2)

16 October 2014 by Dan McDade

CEOs don’t care about leads. They care about revenue. Consequently, the relationship between marketing and sales is often nothing short of mayhem. A couple of weeks ago we published part one of our five-part series entitled: “Five Reasons CEOs should Care about Leads (and databases, content, social media, cost per lead and marketing ROI) and… Read More

Filed Under: Article, Lead Generation, Leadership

CEOs Don’t Care About Leads – There are Five Reasons They Should (Part 3)

16 November 2014 by Dan McDade

CEOs don’t care about leads. They care about revenue. Consequently, the relationship between marketing and sales is often nothing short of mayhem. Two weeks ago we published part one of our five-part series entitled: “Five Reasons CEOs should Care about Leads (and databases, content, social media, cost per lead and marketing ROI) and How to… Read More

Filed Under: Article, Lead Generation, Leadership

CEOs Don’t Care About Leads – There Are Five Reasons They Should (Part 4)

16 December 2014 by Dan McDade

CEOs don’t care about leads. They care about revenue. Consequently, the relationship between marketing and sales is often nothing short of mayhem. A few weeks ago we began our five-part series entitled: “Five Reasons CEOs Should Care About Leads (and databases, content, social media, cost per lead and marketing ROI) and How To Fix What… Read More

Filed Under: Article, Lead Generation, Leadership

CEOs Don’t Care About Leads – There Are Five Reasons They Should (Part 5 – Final)

16 January 2015 by Dan McDade

CEOs don’t care about leads. They care about revenue. Consequently, the relationship between marketing and sales is often nothing short of mayhem. This is the final in our series, “Five Reasons CEOs Should Care About Leads (and databases, content, social media, cost per lead and marketing ROI) and How To Fix What Is Broken.” So… Read More

Filed Under: Article, Lead Generation, Leadership

How Relational Segmentation Techniques Help Achieve Higher Sales at Lower Cost

9 June 2014 by Dan McDade

Sophisticated relational segmentation techniques balance the principle of statistics with realities of today’s marketing budgets, and can predict the likely success of B2B marketing programs. This informative white paper can save significant dollars, time and resources by providing you valuable information that helps you: Avoid the missed potential that traditional database clean-ups miss. Understand why… Read More

Filed Under: Sales Strategy, Sales Tools, White Paper

Increase Lead Rates 3X – The Difference is Nurturing

21 September 2014 by Dan McDade

Nurturing is essential for successful lead generation—both inbound and outbound. Paradoxically it’s among the most underutilized tools in the marketing arsenal. With the potential to increase lead rates from 5% to 15%, it’s a wonder only 35% of B2B companies (Marketing Sherpa) have nurturing programs in place. An analysis of 25,000 PointClear dispositions* from the… Read More

Filed Under: Article, Lead Generation

Is Your Funnel Full of Fool’s Gold?

6 October 2014 by Dan McDade

The sales reps at most B2B organizations have two choices: 1) Spend their time culling through leads that experience has shown are overwhelmingly raw, unfiltered, and unqualified. 2) Or, dismiss them outright. In this take-it-or-leave-it scenario, nobody wins. Sales is not as productive as they need to be to meet quota, marketing is wasting its… Read More

Filed Under: Article, Lead Generation, Pipeline Management, Sales Prospecting

ITSMA Professional Services and Solutions 2013 Brand Tracking Study

2 July 2014 by Dan McDade

According to ITSMA’s research, while there are professional services and solution providers with unaided awareness in the market (IBM – 52% of respondents, Accenture – 25%, HP – 22%) there were literally scores of other vendors mentioned when 466 business and IT executives were interviewed about services providers in September – November, 2013. A key… Read More

Filed Under: Article, Lead Generation

Point C: From Chaos to Kickass: 3 Steps to Sales and Marketing Optimization

1 August 2014 by Dan McDade

How well are your B2B organization’s sales and marketing behaviors, practices and processes reliably and sustainably producing required outcomes? Are you mired in chaos, spending lots of time getting little done? Are you like most companies, achieving just average results and not knowing why? Or are you among the few that are kickin’ it?No matter… Read More

Filed Under: Lead Generation, Sales Trends, Social Selling, White Paper

PowerViews with Chad Burmeister: Sales is More Scientific Nowadays

28 May 2014 by Dan McDade

Field sales is flat while inside sales is up 20 percent in the last few years. That’s part of the new landscape, and so is the ubiquitous use of technology. Knowing the new science of sales is what will help a salesperson to consistently meet expectations, says my latest guest on PowerViews, Chad Burmeister, vice… Read More

Filed Under: Inside Sales, Sales Trends, Video

PowerViews with Chris Tratar: Execs Need to Support ‘Sales-First’ Culture

4 July 2014 by Dan McDade

Everyone in sales recognizes that there is an unfortunate gap between marketing automation and customer relationship management (CRM). When 80 percent of marketing-qualified leads fail to convert into sales-qualified leads, it’s time for the industry to reconfigure its thinking. This is a topic I discussed at length with my latest guest, Chris Tratar, vice president… Read More

Filed Under: Lead Generation, Sales Process, Video

PowerViews with Ruth Stevens: The Science (not the art) of Marketing

8 September 2014 by Dan McDade

The amount of data available to marketers today can be overwhelming. Sifting through the information to siphon out the promising leads is less of an art than it is a science, said my latest guest on PowerViews, Ruth Stevens, who is an expert in customer acquisition and retention. Ruth has held high level marketing positions… Read More

Filed Under: Customer Retention, Lead Generation, Video

Prospect Development: The Answer to Your Lead Generation Woes

6 November 2013 by Dan McDade

The inbound marketing versus outbound marketing controversy rages on. The mantra from Inbound Marketing fanatics is “cold calling is dead.” I could not agree more. How many salespeople do you know who actually enjoy and excel at calling unqualified prospects? And do you really want your highly paid salespeople spending half their day prospecting companies… Read More

Filed Under: Article, Lead Generation, Sales Prospecting

Pulchritudinous Leads

8 October 2016 by Dan McDade

An industry friend of mine referred to his wife (on Facebook) as “pulchritudinous”. I figured he was going to be looking forward to a number of nights on the couch or in the spare bedroom. He was not, and I was surprised. More on that toward the end of this article. “The leads are weak!”… Read More

Filed Under: Article, Lead Generation, Marketing

Reaping the Value of Long-Term Leads

6 July 2013 by Dan McDade

In 1885, William Lever of Lever Bros. said, “Half of the marketing money you spend is wasted—trouble is you don’t know which half.” Unfortunately, there is a good chance that substantially more than half of your marketing investments are being squandered. Many leads are not followed up by sales, for legitimate and non-intuitive reasons. The… Read More

Filed Under: Article, Lead Generation

Sales Thinks The Leads Are Weak – Well Are They? 12 Power Opinions (Pt 1)

31 October 2014 by Dan McDade

The leads are weak? You’re weak! If you have never seen the movie/play “Glengarry Glen Ross,” do yourself a favor and watch it. Alec Baldwin rips into the late Jack Lemmon for commenting, “the leads are weak,” with a classic Baldwin-esque tongue-lashing: “The leads are weak? The leads are weak! You’re weak!” The movie should… Read More

Filed Under: Article, Lead Generation, Sales Prospecting

She Said What? Marketing Success … but No Leads?

8 September 2014 by Dan McDade

“Lead generation is the biggest weakness in their otherwise successful marketing efforts.” I had to laugh when I read this sentence in an article about B2B lead generation marketing trends. The author started the paragraph the quote above came from by stating that, “Year in and year out, in trade article after trade article, B2B… Read More

Filed Under: Article, Lead Generation

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