Executives equate sales with leads. However, Aberdeen has found that not only is lead quality not a top priority for executives, they found little correlation between the volume of leads and the effectiveness of the sales force.
—Aberdeen
Several factors combine to make prospect identification difficult. Prospect records are often incomplete, lacking firmagraphic data (SIC, revenue, employee size), the names of decision makers, and other specific information that sales needs to close business.
PointClear helps right-size your prospect universe by continually enhancing the database, adding information that may be missing, making changes as necessary and continuing to define targets. List enhancement boosts marketing results, and improves sales’ ability to sell.
| PointClear Prospect Development Best Practices | |||||
| Define your largest effective target market, create a single database of qualified decision makers. | Manage your contact lists on an ongoing basis to help substantially improve client acquisition. | Predict high-performing market segments and allocate resources to highest-value targets. | Identify qualified, long-term prospects and nurture them until they’re ready to buy. |
Assign opportunities to resources based on value; provide seamless integration of leads into CRM system. |
Optimize potential by monitoring and reporting sales follow-up on high-value opportunities, and results. |