Of course we're biased here at PointClear, but we're proud of an article recently published in Selling Power magazine. Called Lists, Leads, and a Ladder to Success, the article details long-term PointClear client CenterBeam's experience with outsourced prospect development. Here's a summary:

Looking for qualified leads for the managed IT services that CenterBeam provides to midmarket companies, Sales and Marketing EVP and CMO Karen Hayward opted to outsource.

"We knew the only way to get CFOs in a targeted, precise fashion is over the telephone," CenterBeam's Hayward said. "We looked at doing it [prospect development] in-house, and it took five minutes to know that was a nonstarter for us."

After a first experience with an outside lead-management firm which Hayward terms "a disaster," CenterBeam chose to partner with PointClear. "Very few have the staff to have business-level conversations with our market," she said of Atlanta-based PointClear.

Karen noted in the article that employing advanced segmentation ... using call flows, not scripts ... relying on college educated, experienced associates ... leveraging multi-touch campaigns ... set PointClear apart in the selection process, and has helped San Jose-based CenterBeam grow steadily at an average rate of 34 percent annually since 2003.

We invite you to download the Selling Power article today.

By Dan McDade