Business:Management & Marketing
Pipeline Ownership is a Growing Question - Dan McDade
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Why It Matters:
Dan McDade says, "Scoring algorithms are allowing more poor-quality leads to go to sales faster than ever before!"
Of course, the salespeople own the pipeline, right? Maybe yes and maybe no. With the advent of more sophisticated CRM systems, certainly marketing automation programs and now AI, marketing is getting involved in almost every step of the pipeline. And with involvement comes a responsibility. In this program DAN McDade, CEO of PointClear talks about pipeline ownership and how technology isn’t always the answer if the basics aren’t being addressed:
About Dan McDade
Dan McDade founded PointClear in 1997 to help B2B companies with complex sales processes drive revenue through lead generation, qualification and nurturing. For close to 20 years, he’s been instrumental in developing strategies that assure 100% of leads delivered to client sales organizations are fully qualified to client specifications.
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