Question

Topic: MProfs PRO Seminar Q&A

The Truth About Leads With Dan Mcdade

Posted by Anne Burkauskas, MProfs on 3/14/2011 at 2:35 PM ET 1000 Points
Welcome seminar attendees! Continue the conversation started during the March 17 MarketingProfs PRO seminar. This is the place to post your questions or comments for presenter Dan McDade and for each other.

To all other KHErs: You're welcome to participate in this discussion too! Seminar attendance is not required.

SEMINAR INFORMATION:
The Truth About Leads--on March 17 at 12pm ET
https://www.marketingprofs.com/marketing/online-seminars/347
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RESPONSES

  • Posted by dan.mcdade on 3/15/2011 at 5:01 PM Member
    Let me know if you have a "hot button" you want to make sure I cover and I will get to all of questions posted here that I can in the Q&A portion of the seminar. Thank you!
  • Posted by s.p.n. llc on 3/17/2011 at 1:35 PM Accepted
    Someone asked the question, what if your company doesn't have a marketing department to provide leads, what is the best way for reps to generate based on profiles?
  • Posted by edgardiazemes on 3/17/2011 at 1:43 PM Accepted
    Question: I've had the experience of Salespeople asking for budget for what they call lobbying (going to restaurants, playing golf, etc) with the excuse of being a need to nurture leads...what is your opinion about it?
  • Posted by dan.mcdade on 3/18/2011 at 9:52 AM Accepted
    To SPN LLC: I think it is important to support sales with marketing programs. If the company is small (one rep) then building a targeted prospect database and marketing to that database (via email, telephone, perhaps some direct mail - depending on the type of business) is an important priority.

    To Clasesmerka: Actually, dining with and playing golf with prospects is a legitimate use of dollars (and time) for sales reps that are involved in a complex selling situation. They key is to monitor whether or now progress is being documented in CRM as a result of this type of marketing (lobbying).
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