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Sales Pipeline Radio Episode 162: Q & A with Dan McDade @dandade

Heinz Marketing

APRIL 22, 2019

Matt Heinz: Y ou were The President and CEO of PointClear, for over 20 years, and so saw a lot of this development happen. What are some of the keys that made PointClear so successful and continue to be so successful in engaging with prospects and helping to build some pipeline? What are some of the keys to doing that?

Top of Funnel 65
Top of Funnel PointClear Work Management Marketing Management 65
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What Percent of Leads Should Sales Close?

ViewPoint

AUGUST 2, 2017

Process for following up on leads: The prospect experience can be compromised on the front-end (by pushy appointment setters, by inexperienced junior telemarketers reading from a script or by generic messages shell-shocking them from a spam cannon). Far as I know they still are sending “raw” leads, and they are still being ignored.

Sales Qualified Leads 192
Sales Qualified Leads Lead Scoring Lead Ranking ROMI 192
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