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
A common stumbling block for many organizations is having a loosely defined market—one that is either too broadly or narrowly defined, for example:
PointClear’s best practices help you identify and define your true market. We run analytics on existing data to assess the best segments for you to target. And we clean your lists for accuracy. The result of market definition is a single, targeted prospect database—increasing the efficiency and effectiveness of your marketing and sales efforts.
| 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. |