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.
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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.
Customer Reviews
Most Helpful Customer Reviews
4 of 4 people found the following review helpful
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. The author tells readers that
outsourcing lead generation to a firm like his is the most logical choice
for fixing the problem but he neglects to mention training a company's
current staff as an option as well. Also, there simply isn't enough
tactical information to share with readers like in books by leaders in the
industry such as Anthony Parinello or Jill Konrath. It would have
worthwhile to read sample value propositions, sample e-mails, and sample
direct mail pieces for example. And finally, at just over 100 pages, the
author should have expanded on his thoughts on many of the topics
addressed in this book. Perhaps he could have shared more ideas regarding
why companies have such overdependence on marketing automation and why
that differs from what companies like his does. Or maybe he could have
shared his theories on using social media for lead generation and why that
does or doesn't work.
All in all, "The Truth About Leads" is a pretty good book that will make a
good introduction to lead generation and how to fill the gap between sales
and marketing. Those who already understand the business may crave for a
bit more.
Reviewed by Emanuel Carpenter
Author of "Six-Figure Cold Calling"
(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. The author tells readers that
outsourcing lead generation to a firm like his is the most logical choice
for fixing the problem but he neglects to mention training a company's
current staff as an option as well. Also, there simply isn't enough
tactical information to share with readers like in books by leaders in the
industry such as Anthony Parinello or Jill Konrath. It would have
worthwhile to read sample value propositions, sample e-mails, and sample
direct mail pieces for example. And finally, at just over 100 pages, the
author should have expanded on his thoughts on many of the topics
addressed in this book. Perhaps he could have shared more ideas regarding
why companies have such overdependence on marketing automation and why
that differs from what companies like his does. Or maybe he could have
shared his theories on using social media for lead generation and why that
does or doesn't work.
All in all, "The Truth About Leads" is a pretty good book that will make a
good introduction to lead generation and how to fill the gap between sales
and marketing. Those who already understand the business may crave for a
bit more.
Reviewed by Emanuel Carpenter
Author of "Six-Figure Cold Calling"
2 of 2 people found the following review helpful
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.
1 of 1 people found the following review helpful
By F. Carden
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.
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.
Most Recent Customer Reviews
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 2 months ago by Daniel 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 15 months ago 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 15 months ago 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 19 months ago 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 19 months ago 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 19 months ago by Stephen Bistritz
5.0 out of 5 stars
Dan is an expert on this subject
The approach that Dan describes in the book "The Truth About Leads" is solid and it works. I ran sales and marketing at a software company where we had one of Dan's... Read more
Published 19 months ago by Sales Manager
5.0 out of 5 stars
You can handle the truth....
To be honest, I was expecting yet another in a long line of meaningless sales and lead gen books that are a dime a dozen. But not this one... Read more
Published 19 months ago by Todd Schnick
5.0 out of 5 stars
Well Done
It begins in Dan's Forward, by stating `It describes what management must do ... 'continues through the preface where he succinctly states `This book is for C-level executives,... Read more
Published 19 months ago by BillE
5.0 out of 5 stars
It's like hiring a world class consultant for the price of a book
Instead of untested blue sky theory, this book provides a tested action plan that sets a clear path to increased sales. Read more
Published 19 months ago by William G. Husted
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