PointClear research shows that 79% of leads generated by marketing are not followed up by sales. Of the remainder, 70% are discarded by sales for other reasons. Only 6.3% of the total lead stream is worked to a viable conclusion.
Closed loop marketing narrows the ever-widening gap between sales and marketing. With marketing focused on lead generation and sales geared toward closing business, these functionally divergent groups are often out of alignment. On one hand, marketing doesn’t understand why more leads are not followed-up by sales, while at the same time sales has been conditioned to discard all but the most obvious and short-term opportunities.
The result of this gap—if it isn’t bridged by effective prospect development—is that a large number of real opportunities are overlooked. They lie buried among dozens of relatively insignificant leads from cold calls, tradeshows and purchased lists, and are lost. Why? Simply because no one takes the time to separate the great from the worthless—and to prioritize everything in between.
By outsourcing prospect development and taking advantage of PointClear’s closed loop marketing services, you can close the gap. PointClear gives you access to its group of world-class professionals dedicated solely to providing sales and marketing organizations with the resources, expertise and efficiency required to address this critical business process. You’ll benefit in the following ways:
| Marketing | Prospect Development | Sales |
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