PointClear CapabilitiesThe Case for Optimized Prospect Development™
Contents Who is PointClear? What problems do we address? What is the difference between average    sales/marketing orga...
Who is PointClear?Providing …Prospect Development Services    Benchmarking    Strategic planning    Lead generation, qu...
What Problems Are We Addressing?               Up to 94% of leads turned over               to sales by marketing are raw,...
What Questions Are We Answering?   Why does sales ignore leads?   Why doesn’t marketing deliver what reps need?   Why a...
Average vs. Optimized  Average                                                    Optimized                          1,000...
What’s the Difference?Level   Environment    Result                          Virtually 100% of leads sent by marketing to...
What Results Do Our Clients Achieve?          Optimized Prospect Development  Virtually 100% of leads sent by marketing t...
How Do We Deliver?         Strategy                     Analytics                        ExecutionHow do you improve      ...
How Do We Deliver?     Why is it important to align Strategy, Analytics and Execution?       Strategy                     ...
Strategy Highlights               M3 answers the questions that drive strategy                             … and success  ...
Analytics Highlights     1,000   Companies   Marketing Equally Sized Samples               Sample          Lead Rate      ...
Execution Highlights      The right media, in the right sequence, at the right       frequency, to the right people, at th...
What Makes Us Stand Out?                                             • All 4-year college degreed                         ...
Why PointClear?                                     Program                                     Manager          Program  ...
Why PointClear? We have more than 15 years experience helping    B2B companies achieve high levels of sales and    market...
Thank You!Dan McDadedan.mcdade@pointclear.com678-533-2722                                        Want to learn more about ...
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PointClear - The Case for Optimized Prospect Development

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Optimized Prospect Development increases revenue by as much as five times. There are simple, measurable and realistic processes that can move your company "From Chaos to Kickass" - and PointClear can help you find the way.

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PointClear - The Case for Optimized Prospect Development

  1. 1. PointClear CapabilitiesThe Case for Optimized Prospect Development™
  2. 2. Contents Who is PointClear? What problems do we address? What is the difference between average sales/marketing organizations … and those that are optimized? What results do our clients achieve? How do we deliver? What makes us stand out? Why PointClear? 2
  3. 3. Who is PointClear?Providing …Prospect Development Services  Benchmarking  Strategic planning  Lead generation, qualification & nurturingFor …B2B Companies  High average deal value  Multiple decision-makers  Broad range of segmentsTo Achieve …Optimized Prospect Development  Increased marketing & sales effectiveness  Decreased costs  Up to 5X more revenue PointClear Confidential 2012 3
  4. 4. What Problems Are We Addressing? Up to 94% of leads turned over to sales by marketing are raw, unfiltered … and never followed up on Only half of sales reps are making quota Most companies close just 20% of the deals they could 4
  5. 5. What Questions Are We Answering? Why does sales ignore leads? Why doesn’t marketing deliver what reps need? Why aren’t revenue goals achieved? Who should be accountable? What makes some companies stand out? 5
  6. 6. Average vs. Optimized Average Optimized 1,000 Suspects 4.4% (44) 9.3% (93) MQL 66.6% (29) 85% (79) SAL 48.8% (14) SQL 61.7% (49) 20.3% (2.8) Close 29.1% (14.3)Source: SiriusDecisions PointClear Confidential 2012 6
  7. 7. What’s the Difference?Level Environment Result  Virtually 100% of leads sent by marketing to sales or channel are sales-qualified C Optimized  Sales execs focus on deal-making rather than prospecting  Close rate 5X that of Chaotic or even Average companies  Less than 50% of leads sent by marketing to sales or channel are sales-qualified B Average  Sales-qualified leads often lost among less qualified leads  Sales is expected to generate 50% of leads needed  Just 50% of sales execs meet quota  Few leads sent by marketing to sales or channel are sales-qualified A Chaotic  70% to 94% of all leads generated are ignored  Little to no ROI on marketing investment Optimized Prospect Development™ “Getting to Point C” 7
  8. 8. What Results Do Our Clients Achieve? Optimized Prospect Development  Virtually 100% of leads sent by marketing to sales or channel are sales-qualified  Sales execs focus on deal-making rather than prospecting  Close rate up to 5X that of companies that are not optimized 8
  9. 9. How Do We Deliver? Strategy Analytics ExecutionHow do you improve How do you identify How do you know yousales and marketing targets with the most have the right people?behaviors, practices and propensity to buy? How How do you know yourprocesses to produce do you predict success of approach is sound? Howrequired outcomes? your marketing are programs kept on programs? track? Services Services Services• Benchmark Reporting • Response Management• Sales Satisfaction • Relational Segmentation • Lead Generation• Market, Message, Media to Identify High Performing • Lead Qualification• Lead Sources Targets • Prospect Nurturing• Training, Development • Prospect Scoring, • Multi-touch, Multi-media, Needs Validation and Calibration Multi-cycle Engagement• Key Optimization Actions• Program Planning 9
  10. 10. How Do We Deliver? Why is it important to align Strategy, Analytics and Execution? Strategy Analytics ExecutionThe “leather notebook” • Can’t be effectively Process, oversight,is not practical in accomplished without training, development,today’s time and sound strategy; day-to-day details—thebudget conscious • Can’t be efficiently only way to succeed inmarketing and sales leveraged without increasinglyenvironments optimized execution competitive markets Highly qualified sales opportunities Efficient and effective market coverage Actionable market intelligence PointClear Confidential 2012 10
  11. 11. Strategy Highlights M3 answers the questions that drive strategy … and success Market Media Message  What companies will  Which mix of media  What compelling calls be targeted? will be most effective? to action will cause  Who are the target  What is the contact targets to respond? contacts? navigation strategy?  How are solutions to  How is the market  How is a meaningful pains articulated? segmented? dialogue built with  How is the solution  How do you approach targeted contacts? differentiated? each segment?  How is a lead defined? PointClear Confidential 2012 11
  12. 12. Analytics Highlights 1,000 Companies Marketing Equally Sized Samples Sample Lead Rate # of Leads Size 200 9% 18 32 leads (64%) = 40% of spend 200 7% 14 5% Lead Rate 200 5% 10 42 leads (84%) = 60% of spend 200 3% 6 200 1% 2 1,000 5% 50 50 Leads PointClear Confidential 2012 12
  13. 13. Execution Highlights The right media, in the right sequence, at the right frequency, to the right people, at the right time Multi-media Multi-touch Multi-cycle engagement Multiplies Results PointClear Confidential 2012 13
  14. 14. What Makes Us Stand Out? • All 4-year college degreed • Average 10 years experience • More business, technology know-how • Ability to engage prospects • Low turnover, long tenure Optimized ProspectDevelopment • Proven to deliver higher, faster ROI • Ongoing associate training, development • Repeatable  Systems (CRM, Call Center, Voice Logging, Dashboards) processes assure  Tools (email campaigns, multi-media) quality, efficiency  Subscriptions (data sources, info alerts) • High level of transparency PointClear Confidential 2012 14
  15. 15. Why PointClear? Program Manager Program Program Consultant Supervisor Prospect eMarketing Development Development Specialist Associates Director Experienced, Educated Professionals Representing Your Company Extensively Supported Reports Database Administrator Administrator CRM Administrator PointClear Confidential 2012 15
  16. 16. Why PointClear? We have more than 15 years experience helping B2B companies achieve high levels of sales and marketing performance We take a strategic, analytically oriented approach to response management, lead generation & qualification and nurture programs We help optimize sales and marketing organizations that close up to 5X more deals PointClear Confidential 2012 16
  17. 17. Thank You!Dan McDadedan.mcdade@pointclear.com678-533-2722 Want to learn more about PointClear, Prospect Development and The Truth About Leads? Read this new, easy-to- digest book about B2B marketing and sales alignment and effectiveness by Dan McDade. PointClear Confidential 2012 17

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