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
PointClear best practices involve advanced segmentation of your prospect universe—giving clarity as to which are most valuable, and who to contact first. By providing the ability to target high-value prospects, resource utilization is improved and costs are reduced, enabling you to allocate efforts to the most promising segments.
PointClear accomplishes this by applying marketing campaign management techniques including market universe studies, segment definition, testing, analytics and prioritization, better allocating time and money to likely-to-close segments.
| 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. |