McDade contends that salespeople need fewer leads. Obermayer contends that without sufficient leads companies die. In this classic battle of opinions, McDade of PointClear pushes the edge in arguing that salespeople can get by on fewer leads that are qualified. Obermayer CEO of the SLMA says that is a pipe dream and a recipe for disaster. Maybe they are both right, or one is very wrong. Listen and find out.
In THIS corner: Dan McDade
McDade founded PointClear in 1997 with the mission to be the first and best company providing prospect development services to B2B companies with complex sales processes. He has been instrumental in developing the innovative strategies that drive revenue for PointClear clients nationwide.
In addition to serving as president and CEO of PointClear, Dan is the author of The Truth About Leads, an insightful book that sheds light on the little-known secrets that help focus B2B lead-generation efforts, align sales and marketing organizations and drive revenue. The book was published in January 2011.
Prior to starting PointClear, Dan served as president of UST, The Business Marketing Group, a high-tech B2B marketing services firm. The company, serving leading technology companies including Sun Microsystems, Texas Instruments, Oracle and SAP, grew over 500% during his tenure. From 1989 to 1991, Dan was an independent consultant providing direct marketing, telemarketing and new business development consulting services. Clients included Sears, Exxon, Rodale Press, R.J. Reynolds, and The Ritz-Carlton. Dan also served as vice president of marketing with Jackson & Perkins in Medford, Ore.
Dan is chairman of the board of the Technology Association of Georgia (TAG) Education Collaborative, an organization promoting STEM (science, technology, engineering and math) education in Georgia’s middle and high schools. He is a member of TAG, and also serves on the boards of TechAmerica Southeast (formerly AEA); the Business & Technology Alliance, a TAG society; and TAG Marketing. The Sales Lead Management Association named Dan one of the 50 most influential people in sales lead management in 2009, 2010, 2011 and 2012. Dan is also the author of ViewPoint | The Truth About Lead Generation, a blog exploring issues related to B2B sales, marketing and lead generation. Dan speaks regularly at industry events, both on and offline and writes for publications such as BtoB Magazine, Chief Marketer, Target Marketing Magazine, Sales and Marketing Management Magazine and MarketingProfs.
And in THIS corner: James W. Obermayer
Obermayer is an author (four books) and speaker on subjects of sales lead management, sales enablement and marketing ROI. He is the founder and of the world-wide 6200 member Sales Lead Management Association, which also has a Linkedin Group of 2973 members. The SLMA is the sponsor of the yearly Sales Lead Management Week, the annual contest for the 50 Most Influential People in Sales Lead Management, and the nomination and naming of the 20 Women to Watch in Sales Lead Management. The SLMA also hosts the weekly c-level interview program; SLMA Radio.
James Obermayer is the principal of Sales Leakage Consulting, Inc., an Orange County, CA., marketing and sales interim management consulting firm. His career has been equally divided between sales and marketing positions. He has also been Vice President of Sales and Marketing for a B2B direct marketing agency. He has served as VP, Worldwide Sales at an enterprise software company, an internet services company, Senior Vice President for two industry-leading inquiry management firms and Vice President of Marketing for a medical device manufacturer. In addition, he has written more than 95 articles on sales and marketing management. He is a frequent speaker for corporations and also national and regional conferences.