The Truth About Leads and over one million other books are available for Amazon Kindle. Learn more
Trade in your item
Get a $0.41
Gift Card.
Have one to sell?
Flip to back Flip to front
Listen Playing... Paused   You're listening to a sample of the Audible audio edition.
Learn more

The Truth About Leads Paperback


See all 2 formats and editions Hide other formats and editions
Amazon Price New from Used from Collectible from
Kindle
"Please retry"
Paperback
"Please retry"
$14.17 $10.94

If you buy a new print edition of this book (or purchased one in the past), you can buy the Kindle edition for only $1.99 (Save 75%). Print edition purchase must be sold by Amazon. Learn more.


Image
Looking for the Audiobook Edition?
Tell us that you'd like this title to be produced as an audiobook, and we'll alert our colleagues at Audible.com. If you are the author or rights holder, let Audible help you produce the audiobook: Learn more at ACX.com.

Product Details

  • Paperback: 102 pages
  • Publisher: Onsei; 1ST edition (2011)
  • Language: English
  • ISBN-10: 098302670X
  • ISBN-13: 978-0983026709
  • Product Dimensions: 7.8 x 5.2 x 0.4 inches
  • Shipping Weight: 6.4 ounces
  • Average Customer Review: 4.8 out of 5 stars  See all reviews (32 customer reviews)
  • Amazon Best Sellers Rank: #1,405,519 in Books (See Top 100 in Books)

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.

Customer Reviews

4.8 out of 5 stars
5 star
27
4 star
5
3 star
0
2 star
0
1 star
0
See all 32 customer reviews
A short. concise book full of nothing but the truth and how to do it.
Reg Nordman
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.
Ardath L. Albee
Just lots of great how to advice from a guy who really knows this stuff.
Jill Konrath

Most Helpful Customer Reviews

4 of 4 people found the following review helpful By Emanuel Carpenter... Author/Reviewer on 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 ›
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again
2 of 2 people found the following review helpful By John L. Corbitt on 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.
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again
1 of 1 people found the following review helpful By Fran on February 16, 2011
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.
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again
1 of 1 people found the following review helpful By Ardath L. Albee on 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.
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again
1 of 1 people found the following review helpful By Jill Konrath on 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.
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again
By lr on January 5, 2014
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.
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again
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.
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again
Format: Kindle Edition
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 book, then re-convene in a week to redefine "what is a lead?". His viewpoint that appointment setting services actually can add un-necessary costs to a sales cycle is shockingly CORRECT. Best read on leads/inside sales/marketing alignment I've ever read. Thanks for changing history Dan McDade!
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again

Product Images from Customers

Most Recent Customer Reviews

Search
ARRAY(0xa5139e94)