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
The ability to measure ROI of an integrated marketing campaign is critical to your sales success. Without a means to track results, companies can waste hundreds of thousands of dollars annually—and fail to achieve desired results.
Our best practices include a quarterly client analytics presentation. We also provide a lead audit to determine current status of distributed opportunities. We give sales executives the visibility they need into their teams’ pipelines, activity surrounding sales-ready buyers identified by PointClear, and client acquisition rates.
| 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. |