The Truth About Leads
- Dan McDade
- Matthew T. Grant
- Thu., Mar. 17, 2011, 12pm ET (9am PT)
- 90 minutes
If you're like many B2B marketers, you're frustrated with your ROI. Fewer than half of all sales people will make quota in 2011—down by 65% from just a few years ago. And that's not just a bad thing for them personally—it spells disaster for your company's bottom line (and means your marketing programs may be off the mark).
Maybe there's no consensus on marketing and sales strategy, or even an agreed-upon definition of a qualified lead. Perhaps your company has a questionable ability to measure effectiveness of marketing programs (and a process that's practically nonexistent). Or, it could be a matter of thin or inaccurate forecasts.
Sound like a challenge? It is. But, you can fix it!
Learn the little-known secrets that focus your lead-generation efforts, align your sales and marketing organizations, and drive revenue growth. Seminar instructor Dan McDade will present 10 provocative questions to help you determine the effectiveness of your sales and marketing efforts ... and then will offer 10 steps you can take right now to help you boost your company's performance.
Dan McDade is the president and CEO of PointClear, a company that provides prospect development services to B2B companies with complex sales processes. He is the author of The Truth About Leads, which sheds light on the little-known secrets that help focus B2B lead-generation and revenue-driving efforts. The Sales Lead Management Association named Dan one of the 50 most influential people in sales lead management in 2009 and 2010. In addition, he serves as a board member for the Technology Association of Georgia (TAG), and chairman of TAG's Education Collaborative, an organization promoting STEM (science, technology, engineering and math) education in Georgia's middle and high schools.
Who Should Attend?
If you're a B2B marketer looking to increase the effectiveness of your company's lead generation and nurturing programs, this presentation is perfect for you. In addition, professionals who want tips on improving marketing and sales relationships, and ways to get more qualified leads into the hands of their salesforce, will benefit from the shared expertise.
What Will You Learn?
- 7 reasons why sales and marketing are not aligned—and how to correct it
- Why your sales force needs fewer, better-qualified leads (and what those leads should look like)
- How to turn raw leads into real opportunity
- Ways to speak to buyers' pain points
You have two choices. You can pay as you go, buying single sessions that interest you. Or you can buy a PRO membership, and attend all our new PRO seminars and Take 10 webcasts over the next year, plus watch hundreds more from our library on-demand.