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
Ideal deployment is defined as the best opportunity worked by the most appropriate sales resource at the right time. PointClear helps client sales organizations establish rules for who gets what and when, to drive effective follow-up.
PointClear’s prospect development best practices increase the traction of your sales resources by ensuring the right handoff of the right qualified opportunities to the right reps at the right time. Through opportunity distribution, we provide a clear picture of each prospect’s business drivers, plans and buying processes—and help drive the results you’re looking for.
| 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. |