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

Prospect Development Services

PointClear provides a range of prospect development services to meet clients’ goals, incorporating best practices that help companies identify business opportunities, and align sales and marketing resources. This combination of goal-specific services and best practice execution fills clients’ forecasts effectively and efficiently, and drives revenue for their organizations.

PointClear’s Prospect Development Services
Lead Generation, Qualification and Nurturing	Event Support	Data Segmentation and Management
Response Management Nurturing Account Profiling Enterprise Account Mapping Enterprise Lead Development	Event Attendance Generation Action Response Event Follow-up Lead Enhancement Account Profiling	Sourcing Cleansing Validation Segmentation Enhancement Surveys

PointClear Prospect Development Best Practices

1. Market Definition

Define your largest effective target market, create a single database of qualified decision makers.

2. List
Enhancement

Manage your contact lists on an ongoing basis to help substantially improve client acquisition.

3. Segmentation

Predict high-performing market segments and allocate resources to highest-value targets.

4. Qualification and Nurturing

Identify qualified, long-term prospects and nurture them until they’re ready to buy.

5. Opportunity Distribution

Assign opportunities to resources based on value; provide seamless integration of leads into CRM system.

6. ROI Measurement

Optimize potential by monitoring and reporting sales follow-up on high-value opportunities, and results.

Market Definition

1. Market Definition

A common stumbling block for many organizations is having a loosely defined market—one that is either too broadly or narrowly defined, for example:

“Fortune 500 companies.” This overly broad definition can lead to wasteful marketing and sales spend.
“Process manufacturers with 100 plus employees.” This unduly narrow definition can result in lost opportunities.

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.

List Enhancement

2. List Enhancement

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’s 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.

Segmentation

3. Segmentation

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.

Qualification and Nurturing

4. Qualification and Nurturing

PointClear provides prospect qualification and nurturing services using a proprietary and proven multi-touch, multi-media, multi-cycle strategy that multiplies results. We incorporate outbound calling, voicemail, email, websites and direct mail. We employ a variety of methods within an integrated marketing campaign to best connect with your targets.

Prospects are qualified around decision-making authority, pain points, initiative, timeframe and budget, and then nurtured until they’re engaged in the sales process.

Opportunity Distribution

5. Opportunity Distribution

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.

ROI Measurement

6. ROI Measurement

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.