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Dale Underwood

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CEO, LeadLifter (EchoQuote)

28 points

Strong technical, sales and executive experience now helping LeadLifter clients surface, convert and close more deals. In essence, we maximize the dollars marketers are spending to boost sales.

My passion is generating new B2B sales, building sales channels, shortening sales ...

Strong technical, sales and executive experience now helping LeadLifter clients surface, convert and close more deals. In essence, we maximize the dollars marketers are spending to boost sales.

My passion is generating new B2B sales, building sales channels, shortening sales cycles and increasing client's margins. Extensive enterprise IT sales and marketing experience selling to large commercial and federal government organizations.

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WEB: LeadLifter

May 8, 2012

Dale Underwood and 11 other people answered this question

Which tactic do you find most efficient in B2B lead gen and why?

2 Tactics that work together:
1) Create relative content to drive prospects to your digital properties and then 2) use a strong call-to-action to capture their interest and start a conversation. more

Contact Centers

Email Marketing

Jan. 11, 2012

Dale Underwood and 14 other people answered this question

What advice would you give someone with a marketing background who's about to go into sales?

Art, is that what is happening in your life or are you asking in general? If you are actually facing that transition, you should provide more detail about your target industry and role. I think you would get a stunning amount of good advice from ... more

Human Resources

Career Development

Jan. 8, 2012

Dale Underwood and 8 other people answered this question at this roundtable

Top Technology Marketers to Watch in 2012 [1/10 @ 1 pm]

What is the state of sales and marketing alignment in the technology industry?

@Justin hit the nail on the head IMO. Sales is an individual sport, marketing is a team sport. One of my favorite quotes is from Jon Miller of Marketo. He said "The difference between sales and marketing is that with sales you can easily measure ... more

Jan. 3, 2012

Dale Underwood answered this question

How different are your pricing strategies for non-profits?

Craig,
When I see questions like this I always wonder what the poster is trying to solve in their own environment. In Focus' case, are you pursuing a non-profit offering or considering a new service?
I've approached pricing for non-profits two different ways, for different ... more

Jan. 2, 2012

Dale Underwood is now following Matt Heinz

Jan. 2, 2012

Dale Underwood and 21 other people answered this question

Will inside sales continue to replace field sales?

Matt,
First, awesome blog!
Second, I would agree with your premise that inside sales will continue to replace outside sales in many cases, but not all. I attend the American Assoc. of Inside Sales Professionals (AA-ISP) events each year and the trend certainly suggests that ... more

Inside Sales Tactics

Dec. 5, 2011

Dale Underwood and 9 other people answered this question

What does marketing need to understand about sales to align toward common goals?

I think marketing needs to understand that sales is an individual sport, not a team sport. Alignment is a great term when talking about working as a team but most sales comp plans are not set up that way. Top performers get paid the most ... more

Sales and Marketing Alignment

July 29, 2011

Dale Underwood and 13 other people answered this question

POLL: What is the one piece of info you think more startups should emphasize on their websites?

f) Self-Service Pricing
Full disclosure: I am staunchly biased on this subject having started several companies from scratch.
First, if you are a start-up, you may not have oodles of case studies and customer references so that's out.
Second, if you product or service is not something familiar ... more

July 26, 2011

Dale Underwood and 5 other people answered this question

What elements does a sales manager need to have in place when launching a new sales team?

Craig,
This is a great topic considering the dynamic (fragile?) nature of sales management these days. I would go a bit further though and stretch your question to "launching or taking over" a new sales team.
For that I turn to a great presentation I saw by ... more

Sales Enablement

Sales Management

July 12, 2011

Dale Underwood answered this question at this roundtable

B2B Marketing Tactics That Work (And the Ones That Don’t) [7/12 @ 11 am]

Has the b2b buyer REALLY changed?

Ahh, trick question, eh Craig? I don't think the buyer has changed but their behavior and rules of engagement definitely have. To see the difference we only have to look in the mirror and ask ourselves "how do WE buy now?"
If you break down one ... more

B2B Marketing Week

Marketing Strategies

June 29, 2010

Dale Underwood and 3 other people answered this question

When does a “lookie-loo” or “tire-kicker” become a real lead, and how?

I agree with Edward's approach that an inquiry becomes a *real* lead when it has met the predetermine criteria which varies among organizations. The hidden gem in your question is *how* an inquiry becomes a lead.
My *how* answer is: Ask the Golden Question Right Up ... more

Lead Management

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Lead Generation

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