| OVERVIEW |
"The Truth About Leads" is a practical presentation that will shed light on the little-known secrets that help you focus your B2B lead-generation efforts, align your sales and marketing organizations and drive revenue. Delivered by Dan McDade, prospect development expert and author of a book by the same name, this compelling presentation debunks traditional thinking while uncovering the truths that lead to additional, larger and more profitable wins for your organization.
You will learn:
- More about the problems that exist in the world of lead generation and lead qualification
- What prospect nurturing means and how to do it
- The cause of misalignment between sales and marketing
- The cost of not addressing broken processes
- How to keep everyone on the sales and marketing team accountable
- The top 10 actions that will help you improve lead generation results
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| PRESENTERS: |
Featured Speaker:
Dan McDade
Author, "The Truth About Leads"
PointClear founder, president and CEO
Dan McDade founded PointClear in 1997 with the mission to be the first and best company providing prospect development services to business-to-business companies with complex sales processes. He has been instrumental in developing the innovative strategies that drive revenue for PointClear clients nationwide.
In addition to serving as president and CEO of PointClear, Dan is the author of The Truth About Leads, an insightful book that sheds light on the little-known secrets that help focus B2B lead-generation efforts, align sales and marketing organizations and drive revenue. The book was published in January 2011.
Prior to starting PointClear, Dan served as president of UST, The Business Marketing Group, a high-tech B2B marketing services firm. The company, serving leading technology companies including Sun Microsystems, Texas Instruments, Oracle and SAP, grew over 500% during his tenure. From 1989 to 1991, Dan was an independent consultant providing direct marketing, telemarketing and new business development consulting services. Clients included Sears, Exxon, Rodale Press, R.J. Reynolds, and The Ritz-Carlton. Dan also served as vice president of marketing with Jackson & Perkins in Medford, Ore.
Dan is chairman of the board 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. He is a member of TAG, and also serves on the boards of TechAmerica Southeast (formerly AEA); the Business & Technology Alliance, a TAG society; and TAG Marketing. The Sales Lead Management Association named Dan one of the 50 most influential people in sales lead management in 2009 and 2010. Dan is also the author of ViewPoint | The Truth About Lead Generation, a blog exploring issues related to B2B sales, marketing and lead generation.
 Bill Eckstrom, Founder and President, EcSELL Institute
While a Sr. VP of Sales for a publicly traded organization, Bill found a market void in educational and developmental resources for his sales management team. As a result, he founded the EcSELL Institute. EcSELL Institute offers professional development specific to sales management. It helps sales managers stay aware of the latest trends, proven strategies, and reliable technologies as it relates to sales leadership and management. Members of the EcSELL Institute are able to make necessary adjustments in their management approach in order to optimize the productivity of their sales department and create a highly motivated sales team who regularly exceed their goals.
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