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Who is PointClear? PointClear is a leading provider of Business Prospect Outsourcing solutions for companies with complex sales processes. For nearly a decade, its services have helped to increase the success of its partners’ sales and marketing efforts. PointClear helps companies understand their markets, identify the most qualified sales opportunities, and provide internal sales teams with ready buyers. PointClear customers include such leading names as Arrow, Capgemini, CenterBeam, Cognos, D&B, Lanier, StorageTek, CenterBeam, Inc. and Sun Microsystems. How is prospect qualification different from lead generation? Quite simply, only a very small percentage of sales leads – including those from trade shows, purchased lists, or mass-marketing campaigns – turn out to be actual ready buyers. Prospect qualification refines the volume of sales leads to identify the most likely candidates, and it’s a critical first aspect of the sales process. While there are lead generation firms that are very good at passing along names or even setting appointments, they often fail to deliver when it comes to actual sales performance. In contrast, PointClear focuses on identifying and nurturing the best sales prospects. This enables a company’s internal sales team to use their time more effectively by concentrating on those candidates who are most likely to buy. So it’s a “quality over quantity” philosophy? Exactly. PointClear believes that one of the best ways to empower sales is to actually generate fewer, but better qualified, leads. PointClear associates accomplish this by establishing a meaningful dialog with prospects. In this manner, they can both qualify and prioritize sales candidates. They can also deliver prospects who are already knowledgeable and engaged, increasing the likelihood of a completed sale. An executive at PointClear client CenterBeam confirmed the benefits of working with the company in this way: “What I can tell you from a lead generation standpoint is that in the first half of this year, our PointClear results netted out to 25 percent of our new customers, which equals 55 percent of our closed business. They brought in a lot of money.” What makes PointClear different? One of the big things is the quality and experience of its business development associates. The average age of a PointClear associate is thirty-two, which is nine years older than the industry average, according to IDC. Additionally, a full 100 percent have college degrees. Each PointClear associate is also trained in respected sales techniques such as Spin Selling, Solution Selling, and Miller Heiman Solutions. Those who join the PointClear team typically bring three to five years or more of sales or marketing experience with them from other organizations. Another key difference is in the thorough preparation of PointClear associates to serve as a seamless extension of the client company. Associates learn the company’s offerings, messages and philosophies, industry segments and business processes, so that they are able to speak the language and function as a fluid member of the selling team. Their ability to identify and address customer pain points and offer solutions goes a long way. Why not handle business prospect qualification in-house? There simply aren’t adequate internal resources to correctly qualify sales prospects, separate them into prioritized groups, and forward them to the right salesperson for follow-up. The marketing department is focused on lead quantity not quality, and the sales team is ill equipped for the lengthy process of qualification. It’s the main reason why many companies fail to uncover the real business opportunities among the volume of leads generated through marketing campaigns. PointClear’s highly trained business development associates will present your sales team with qualified sales opportunities, instead of a bunch of unfiltered raw leads. The sales team in turn, will be better prepared to have a high level discussion with the prospect, rather than a cold call based on little information. What other services are available through PointClear? PointClear offers a comprehensive portfolio of marketing services. These services include building/optimizing marketing databases, multi-channel prospecting programs, in-depth prospect profiling, fulfillment and e-fulfillment, list segmentation, target market intelligence, and ROI analysis. All these services help to round out internal sales teams and make overall sales and marketing activities more effective, leading to increased revenue. PointClear’s goal is to function as a strategic partner and help shape its clients’ future market strategies. |
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