Even high quality prospects require 12 or more attempts by sales to begin to establish
a relationship and set-up an appointment or demo, PointClear studies show. Yet, the average
sales person makes just one to three follow-up calls.
Prospect Development Business Case
3% to 7% of your target market is ready for your solution. That means just a small percentage
of leads generated by marketing are the near-term leads sales wants. Without prospect development,
it’s up to sales to undergo the time-consuming process of filtering and qualifying quantities
of leads—an unproductive use of their time.
45% of those ready buyers will buy within a year. These longer-term opportunities are worth
the effort to nurture. While they have a need that is less immediate, keeping them top-of-mind—a
function of prospect development—keeps your funnel filled with predictable opportunities.
Even high-quality leads require an average of 12 attempts by sales executives to begin to
establish a relationship and set-up an appointment, demo or other follow-up activity. The
average sales person makes just one to three follow up calls and assumes prospects aren’t interested
when they don’t call back. A PointClear prospect development professional takes time to effectively
engage them, gather intelligence, and nurture them until they’re sales-ready.
More than three-quarters of marketing investment is wasted, as most leads generated languish. Inserting
a prospect development function between marketing and sales helps recover that investment, and
assures a seamless process, an aligned organization and sales and marketing professionals who
see eye-to-eye.
