“This recognition for Dan McDade’s consistent high-quality contributions to sales is fully deserved. Dan is among the world’s leading authorities on lead generation. We are very proud to have him on our elite team at Top Sales World," said Farrington.
Norcross, GA (PRWEB) December 19, 2013
PointClear’s Trans4mers video was awarded a silver medal by Top Sales World. The video was hosted by Mike Schmidtmann, founder of Trans4mers, a peer group for sales VPs, directors, and managers in the information technology field, and features Dan McDade, CEO of PointClear and author of The Truth About Leads.
Multi-Touch Prospecting Campaigns was one of five videos recognized in the annual awards program. Top Sales World, an international online (community) organization dedicated exclusively to the profession of sales, announced the winning videos at an online awards ceremony Dec. 17, 2013, along with winners in 12 other sales and marketing categories.
“This recognition for Dan McDade’s consistent high-quality contributions to the sales space is fully deserved. Dan is amongst the world’s leading authorities on lead generation, and we are very proud to have him on our elite team of 50 contributors over at Top Sales World,” said Top Sales World’s CEO, Jonathan Farrington
The video, recorded in front of a live online audience focuses on principles espoused in McDade’s book, The Truth About Leads, including how to focus lead-generation efforts, align sales and marketing organizations and drive revenue. In addition, the video covers how a multi-touch program consisting of telephone calls, voicemails, emails and direct mail generates more results than more traditional campaigns consisting of one or two touches. McDade, who as founder, president and CEO of prospect development company PointClear has spent the past 15 years helping clients such as Microsoft, OptumInsight, SPI Solutions, Verint and McKesson generate and qualify leads, and nurture prospects using as many as 25 touches across multiple sales cycles. The video details how PointClear is able to leverage a multi-touch approach, along with advanced segmentation and application of best practices, to generate a 4.8% lead rate.
“Almost five percent of our dispositions result in highly qualified opportunities which are turned over to our clients’ sales teams for closing,” McDade explained. He noted in the video it takes a team of experienced, educated prospect development associates to know when to keep engaging, and when to stop contact. “There’s an art to nurturing—prospects shouldn’t be overworked, but they need a certain number of impressions to understand the offer—and astute sales people know the difference.”
Trans4mers is a peer group for sales VPs, directors, and managers in the information technology field. The Trans4mers program covers all essential competencies to lead successful sales teams, including hiring and on-boarding great salespeople, winning new accounts, improving margins, and managing sales teams. Schmidtmann’s organization involves hosting two 90-minute webinars per month—one of which was award-winning Multi-Touch Prospecting Campaigns.
Nominations for Top Sales & Marketing Awards, including Video, eBook, Thought Leadership, LinkedIn Sites and other categories, were made in May 2013. More than 796,066 votes were cast between Nov. 12 and Dec. 13, 2013. In addition to number of votes cast for each nomination, a panel of 21 esteemed judges was named to make final determinations of the winners.
“Top Sales World’s recognition of this video is indeed an honor,” said PointClear’s McDade. “We are certainly in good company,” he added, noting that bronze medals were won by Jill Konrath and Joanne Black; an additional silver medal was won by Colleen Francis; and the award for the Top Sales Video went to Tiffani Bova.
About Top Sales World
Top Sales World is a unique international online community dedicated exclusively to the profession of sales. The organization draws together the industry’s best known sales experts who provide unparalleled—and free—information in the form of how-to guides, articles, webinars, advice and more. In addition, TSW is the world’s first online “sales hypermarket,” offering every resource needed by front-line sales professionals and their managers. A one-stop opportunity in line with modern consumer preferences, TSW eliminates the need to roam the Internet in search of the up-to-date information essential for maintaining optimum performance levels. For additional information, visit Top Sales World.
PointClear provides the prospect development services needed to drive revenue for B2B clients. Since 1997, the Atlanta-based company has provided response management and lead generation, qualification and nurturing services to healthcare, business services and technology organizations, delivering 100% sales-qualified opportunities to client sales and marketing teams. This unparalleled level of consistency and quality is possible because of the firm’s recruiting, planning, segmentation and database management best practices. PointClear’s founder and CEO Dan McDade authored the book, The Truth About Leads, available on Amazon and other online sources. For more information visit PointClear.