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The Truth About Leads [Kindle Edition]

Dan McDade , Jeff Fisher
4.8 out of 5 stars  See all reviews (33 customer reviews)

Kindle Price: $7.99

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Book Description

The Truth About Leads is a practical, easy-to-read book shedding light on the secrets that help you focus your B2B lead-generation efforts, align your sales and marketing organizations and drive revenue. Written by prospect development expert and PointClear founder and CEO Dan McDade, The Truth About Leads debunks traditional thinking while uncovering the truths that lead to additional, larger and more profitable wins for your organization.


Product Details

  • File Size: 1213 KB
  • Print Length: 102 pages
  • Publisher: Onsei; 1st edition (January 7, 2011)
  • Sold by: Amazon Digital Services, Inc.
  • Language: English
  • ASIN: B005VF0B1W
  • Text-to-Speech: Enabled
  • X-Ray:
  • Lending: Enabled
  • Amazon Best Sellers Rank: #699,299 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
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Customer Reviews

4.8 out of 5 stars
(33)
4.8 out of 5 stars
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Most Helpful Customer Reviews
4 of 4 people found the following review helpful
4.0 out of 5 stars Makes a Good Primer for Those New to Lead Generation April 16, 2011
Format:Paperback
When the founder of the one of the most well-known business-to-business
(B2B) telemarketing firms in the country writes a book about lead
generation, you have to wonder if he is really going to share secrets or
use the book as a plug for his company. "The Truth About Leads" by new
author Dan McDade does a bit of both.

"The Truth About Leads" explains to its readers why marketing teams'
efforts usually fail when it comes to providing so-called leads to their
sales teams. (They don't qualify the leads, and they focus on keeping
costs down.) The book also reveals the gap between marketing and sales
and suggests ways on how to better align the two departments.

McDade is at his best when he gives readers lots of food for thought on
topics such as why long-term leads are actually better than short-term
leads, why prospects stick with the status quo instead of buying, and why
sales people only follow up on less than 30% of the leads provided to
them. He even goes beyond lead generation and shares ideas for how
outside sales teams and managers can improve their efforts in deploying
sales people, monitoring their efforts, and coaching them.

Does the book share little-known secrets? It does if you're new to lead
generation. You will absolutely learn the truth about topics such as the
problem with brokered marketing lists, why a multi-marketing approach to
lead generation works well, and even how specifically to organize a
nurturing campaign by time frame and touches. All good stuff.

While the book has its merits, there are a few issues. Since lead
generation and B2B telemarketing have been around for years now, this book
feels like it's about 10 years late.
Read more ›
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2 of 2 people found the following review helpful
5.0 out of 5 stars The Truth About Leads February 1, 2011
Format:Paperback
A wealth of information in a small package. Reading this book is like talking with Dan; warm, friendly, honest and lot's of common sense. If you are an executive involved with Sales and/or Marketing, you will want to read this book. Why? As businesses become more 'Lean' and rely on 'Best Practices', you know you can't afford to lose opportunities. Deciding if you should DIY, or outsource that function to experts is a decision only you can make. But after reading this book, you will have the knowledge to make an informed decision. The market data that Dan has compiled is contemporary and unique; I have not found it in any other single source.
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1 of 1 people found the following review helpful
5.0 out of 5 stars I was Mr Sceptic but not any more! February 16, 2011
By Fran
Format:Paperback
So I started reading this book thinking, what the heck, I've got nothing to lose. I have run a few companies over the years and this latest company I am at is no different. We always have problems with leads- but doesn't everyone? But I figured we were always "doing the best we could", even though the results we were seeing were never ideal.

However within the first chapter I was hooked. The author has captured the problem perfectly and never before have it seen it all so well consolidated in one place.

If you are chasing leads then just get this book, it's thought provoking in the sense that it perfectly explains the problem in a nutshell and then more importantly goes on to help you solving it.

Brilliant.
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1 of 1 people found the following review helpful
5.0 out of 5 stars Challenge How You Think About Leads January 29, 2011
Format:Paperback
If your company is still judging marketing success by quantity of leads, rather than quality of leads, you need to read The Truth About Leads, by Dan McDade. Not only does Dan challenge your thinking, but he provides solid ideas about how focusing on quality improves marketing and sales alignment, why multi-touch campaigns are critical and how to build a more predictable pipeline.
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1 of 1 people found the following review helpful
5.0 out of 5 stars Quick read, packed with good info January 24, 2011
Format:Paperback
To increase your sales with today's crazy-busy prospects, it's imperative to implement a successful lead generation program. The Truth About Leads nets out everything you need to know in one quick read. There's no fluff. Just lots of great how to advice from a guy who really knows this stuff.
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5.0 out of 5 stars The Truth is the truth June 8, 2014
Format:Kindle Edition|Verified Purchase
This little book packs massive practical wisdom into a few readable pages. It's not just the truth about leads but the real truth about sales. Leave your next expensive market for later; read McDade first.
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5.0 out of 5 stars All about Leads January 5, 2014
By lr
Format:Kindle Edition
Dan McDade presents an encyclopedic view of leads in a compact, tactic-full book. He is clear on what not to do and more importantly what to do to align marketing and sales, maximize leads, and reach revenue goals. He brings ideas such as BANT into the internet age and asks and answers the questions relevant to the new sales landscape. For sales leaders and marketing teams this is a must read.
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Format:Kindle Edition
If there has ever been a long-lasting war, it's been between B2B sales and marketing organizations. The fight isn't about land, oil, or who gets to run a country. It's about LEADS.

This is the clearest, most compelling, and most practical book I've read on the subject.

Dan has a no B.S. approach. He lays out the challenge, talks about what works, what doesn't, gives examples, provides models and templates, and generally turns a morass of confusion, contention, and consternation into a logical, repeatable, and fair process.

If you haven't read any books about sales leads, read this first. If you have, read this last. It's a keeper.
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Most Recent Customer Reviews
5.0 out of 5 stars The Truth About Leads is a MUST READ for anyone in Sales, Inside...
The Truth About Leads is a MUST READ for anyone in Sales, Inside Sales, AND Marketing. I'd go as far to say that every leader in sales and marketing in a company should read this... Read more
Published 10 months ago by Chad Burmeister
5.0 out of 5 stars Dan McDade speaks the TRUTH
Dan McDade is a sage. His perspective on B2B sales & marketing has been helping me grow as a B2B marketer for more than six years. Read more
Published 10 months ago by Matt Heinz
4.0 out of 5 stars Quick read with valuable tips
I found this book worth the few hours it took to read. The author does a nice job of staying on topic and organizing his thoughts. Read more
Published 11 months ago by Jayson A Manship
5.0 out of 5 stars Easy to read, easy to understand, and clearly written with minimal MBA...
Reading this years ago would have been particularly valuable when I founded, grew and sold two manufacturing business based on new products. Read more
Published 12 months ago by Invent1
5.0 out of 5 stars McDade's Batch of Awesomeness Makes Sense of Prospecting
Let's be frank. Most of the nonsense you read about leads and prospecting is as stale as last week's toast. Dan McDade's short book breaks the mold. It blew my socks off. Read more
Published 19 months ago by Dan Waldschmidt
4.0 out of 5 stars How to Requalify the Sales-Marketing Duo to Optimize Sales Performance
Dan McDade, an engaging speaker and PointClear founder/CEO, is right on the money when he describes the lack of alignment about leads that too often exists between the Sales and... Read more
Published on February 20, 2012 by Serge J. Van Steenkiste
5.0 out of 5 stars The Truth About Leads is Just That
The Truth about Leads is a short book - only 101 pages - but it's packed with sales wisdom. Some of McDade's advice will be difficult for sales managers to hear, but it's hard to... Read more
Published on February 3, 2012 by Paul Gillin
5.0 out of 5 stars Your cost per qualified lead is higher than you think.
Dan is one of the top thought leaders in B2B sales and it shows in the The Truth About Leads. The book was a quick and productive weekend read. Read more
Published on October 24, 2011 by Kyle Porter
5.0 out of 5 stars Rethinking The Pipeline Approach
Dan is a true pioneer in the lead management space and "The Truth About Leads" is a great way of sharing his experience and perspective with business executives. Read more
Published on October 17, 2011 by Andrew Gaffney
5.0 out of 5 stars Highly recommended!
Salespeople involved in today's high value, complex sale will find Dan McDade's book provides great ideas on how marketing and sales can work more closely to increase revenue and... Read more
Published on October 17, 2011 by Stephen Bistritz
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More About the Author

Dan McDade is the author of The Truth About Leads (January, 2011). He is also the founder, president and CEO of PointClear, the prospect development company. Founded in 1997 and based in Atlanta, PointClear works with C-level, sales and marketing executives of B2B companies, generating, qualifying and nurturing leads. McDade was recently named to the list of 50 most influential people by the Sales Lead Management Association for the third straight year.


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