Accelerate Podcast with Andy Paul
December 24, 2016

Replay: How to Increase Win Rates on Qualified Leads. With Dan McDade. #289

My guest on this episode of Accelerate! is Dan McDade, Founder and CEO of PointClear and author of The Truth About Leads. Among the many topics Dan and I discuss are the importance of sales & marketing alignment in lead generation, effective strategies to improve sales & marketing collaboration, the differences between inside sales reps and outside sales executives and how to choose the right candidates for each role, and establishing good KPIs, such as the percentage of sales qualified leads an effective sales organization should expect to close.

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More about Dan McDade

What’s your most powerful sales attribute?
ROI

Who is your sales role model?
The late Tom DiPrizio of Dun & Bradstreet.

What’s one book that every salesperson should read?
New Sales: Simplified: the Essential Handbook for Prospecting and New Business Development, by Mike Weinberg.

What music is on your playlist right now?
Jersey Boys.

Contact Dan McDade

Contact Dan:

Website: Pointclear.com

Book: The Truth About Leads, by Dan McDade

Email: dan.mcdade@pointclear.com

 

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About Andy

Andy is the host of the top-rated 6-day per week podcast, Accelerate!, the go-to resource for the best sales advice online. He is the author of Amp Up Your Sales: Powerful Strategies That Move Customers To Make Fast, Favorable Decisions. Amp Up Your Sales is on HubSpot's list of the 20 Top Rated Sales Books of All Time. He is also the author of Zero-Time Selling: 10 Essential Steps to Accelerate Every Company’s Sales (which won Top Sales World's award as one of the Top 3 Sales & Marketing books of 2011.)

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