Author Archive | Dan McDade

Sales Leads, Appointments and Granfalloons

Generating sales leads that are actually followed up by sales is a basic business process that is broken in most companies. The reason is that marketing and sales are part of a Granfalloon. Kurt Vonnegut defined a Granfalloon as “a group of people who outwardly choose or claim to have a shared identity or purpose, but […]

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Increase Sales—Short Your Sales Force

I am a huge fan of Franklin Covey’s work. I can’t tell you how many times I have told myself to: “Start with the end in mind” and “Seek first to understand and then be understood” These are two habits I think my staff would like me to remember every day! A lesser known, but […]

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3 Good Reasons Marketing Should Qualify Leads Before Passing to Sales

1) The more leads you give to sales the less likely they’ll be followed up on: Sales is conditioned to not follow up on marketing’s leads. Why? Because they’ve been burned. They receive hundreds of so-called leads generated through tradeshows, email campaigns, webinars, whitepaper downloads, etc. and have learned that there may be, if they’re […]

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The Cost-Per-Lead Fallacy in Measuring B2B Lead Generation Investments (Pt 3 of 3)

The introductory post in this series addressed the problems and costs of applying the cost-per-lead metric to measure the success of B2B lead generation investments. In the second post, we looked at elements of a complex sale that impact B2B lead generation costs. Let’s now turn our attention to the characteristics the right marketing metrics should have […]

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Sales Process: Even a Man Lost Knows Where He Wants to Go

Traditionally sales people are viewed as being able to convince, persuade, handle objections … a very provincial view. Michael Bosworth, in his book “Customer Centric Selling” says it best: “Traditionally sales people are viewed as being able to convince, persuade, handle objection, overcome resistance, etc. This is a very traditional view of what sales is and it’s […]

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Driving Revenue: Ten Actions Senior Management Must Take Immediately

Companies don’t fail because individuals in the company want to fail. Companies fail because employees don’t know what the rules are. Companies that are guided by strong boundaries thrive by developing prospects and driving revenue. Companies loosely run, fail. Here are the ten things you need to do to ensure your company is successful: 1. […]

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All Sales Lead Generation Strategies Are Not Created Equal

We hold this truth to be self-evident, that all sales lead generation strategies are created equal. With due respect to the founding fathers, not only is this truth not self-evident. It’s not accurate. Too often, lead generation strategies and tactics are deployed without correctly addressing three of the usual suspects: the prospect’s decision making process, […]

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