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. |

|
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. |

|
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. |

|
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. |

|
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. |

|
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. |

|
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. |