The Truth About Leads, Marketing Automation and Strategic Account Management: An Interview with Dan McDade of PointClear

Inside Scoop

Bob Thompson interviews Dan McDade, founder of PointClear and author of The Truth About Leads about lead management, marketing automation and strategic account management.

Listen to this podcast to learn:

Why marketing automation such a hot market right now
Key issues and obstacles for lead management success
Why executives don't want to be treated like "human pinballs"
Resources that should be invested in strategic accounts
Common mistakes made in strategic account management
Measuring success with prospect development

Interview recorded on Jan. 11, 2011.

6251 reads
Print
Email

1 comments »

Jeff Fisher

January 22, 2011

McDade's Insight into Leads and Marketing Automation

Bob,

Very thoughtful discussion! Several insights struck me as both important and too often misunderstood. Specifically:

1. Dan's emphasis on the need for agreement between sales and marketing on the definition of a lead and how both organizations and senior management are going to manage leads and coordinate their ongoing efforts to ultimately close opportunities.

2. Dan's understanding of the real world limitations of MA also struck home. He reminded me once again of the continuing need for real people to work with real prospects; especially in strategic opportunities. MA has a place, but it is clearly not the solution to all of the world's sales problems.

Thanks! Keep it up. Is McDade's book available on Amazon?

Post new comment

Your name: *

E-mail: *

The content of this field is kept private and will not be shown publicly.

Homepage:

Subject:

Comment: *

Input format

Filtered HTML

Allowed HTML tags: <a> <img> <hr> <table> <tr> <td> <th><ul> <ol> <li> </li><blockquote> <colspan> <rowspan><object>
Lines and paragraphs break automatically.
Web page addresses and e-mail addresses turn into links automatically.
Images can be added to this post.

Post

Lines and paragraphs break automatically.
Web page addresses and e-mail addresses turn into links automatically.
Images can be added to this post.

More information about formatting options

Notify me when new comments are posted

All comments

Replies to my comment

CAPTCHA

This question is for testing whether you are a human visitor and to prevent automated spam submissions.

What code is in the image?: *

Enter the characters shown in the image.

MarketPlace

Global Customer Experience Management (CEM) Certification Program

[May 30-31, Frankfurt; July 25-26, Hong Kong] An internationally recognized program with proven track record of success - being run for 34 times in 13 cities with attendees from 50 countries, the program is developed based on the U.S. patent-pending Branded CEM Method which aims to drive customer loyalty and brand differentiation with quantifiable business results. Limited offer: USD300 early bird discount.

Join us on May 29th in New York City. Stuart Ryder, SVP, Mobile Research Lead for Ipsos IOTX & Roxana Strohmenger, a leading Forrester analyst, will be in attendance to share best practices and new trends in mobile market research.

[June 12, Sir Francis Drake Hotel] Gregson Siu, Vice President, Ariba Business Operations, Ariba and Bob Thompson, CustomerThink, will be in attendance to share best practices, new trends and latest research to help you develop your customer experience program.

Social Networking and sCRM International Congress in Colombia

[June 25-26, Bogota] Thirteen international thought leaders will present, from different perspectives, the trends, the uses, and the magic - as well as the reality - of Social Networking and how it impacts the way customers are doing/will do business.

Driving ROI With VoC

Walker has identified multiple ways to measure ROI – there is not a one-size-fits-all solution. This paper will address each and conclude with some recommendations to help B-to-B practitioners evaluate which ROI approach will work best for their particular business need.