|
In most companies, not enough resources are devoted to the critical lead management process, and as a result it is either not properly planned or addresses only select elements-like lead generation-rather than offering comprehensive sales management strategies. Nurturing worthwhile prospects is a complex process that requires the right preparation and strategic marketing plan. Without effective sales management strategies built around high-probability, sales qualified leads, your efforts will fail to deliver the results you need.
Our goal at PointClear is not to completely reinvent your current marketing efforts, but instead to leverage, complement and extend them through a more strategic marketing plan. Our research shows that implementing sales management strategies that are buttressed by a holistic lead management process can increase sales qualified leads by 50 percent, and nearly double conversion rates.
Our strategic marketing plan incorporates a precise, proven lead management process that is reinforced by our senior-level program managers and exclusive database technology. With our sales management strategies, we help you:
- Warehouse accurately targeted prospects in an up-to-date and clean database
- Enhance prospect records with value-add demographics and content
- Segment records into defined cells to test and target highest-value prospects
- Qualify ready buyers and nurture long term opportunities via a strategic marketing plan
- Distribute opportunities to the right reps with the right information at the right time
- Validate new and existing opportunities to assure high value and rep follow up
A Strategic Marketing Plan that Gives Results You Can Put Your Hands On
While others pay lip-service to using target marketing techniques to bring you "qualified leads," we establish sales management strategies to fill your forecast with sales qualified leads. Every step of the way, we provide a strategic marketing plan that gives results you can hold in your own two hands-real information discerned from our exclusive process that is used to nurture prospects and close business:
- Program Plan: A comprehensive 30-40 page communications and specifications document used by our business development associates as a strategic marketing plan and point of reference when contacting your targets. It includes a complete market/offer/media overview, corporate/solution/service awareness, sales "sweet spot" definition, potential program/messaging enhancements, competitive penetration and intelligence, and more.
- Ready Buyer Opportunities: Qualified sales opportunities-with clearly identified decision makers, pain points, initiatives, budgets and timeframes-are delivered to the field sales team in the right format: Word documents, text files or a file format suitable for importing into your CRM solution.
- Proprietary Lead Traction Process Ensures Results: With our sales management strategies, we provide your sales force with the next best thing to actually being on the call when a sales opportunity is developed. Our lead traction process is the "killer app" that gets head nods from every senior executive.
- Teleconferences: Weekly teleconferences with your key stakeholders are conducted so that you can hear what the market is saying and provide guidance on refined messaging.
- Period Reporting: Weekly, monthly and quarterly reporting keeps you abreast of quantitative and qualitative results and findings during execution of your strategic marketing plan.
- Lead Audit: Using our sales management strategies, we establish a program to contact previously-distributed opportunities to verify rep follow up, ascertain current status, and close the loop on marketing activity.
Learn how our sales management strategies can deliver the results you need.
|
