pointclear - the case for optimized prospect development
DESCRIPTION
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.TRANSCRIPT
PointClear Capabilities
The Case for Optimized Prospect Development™
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
PointClear Confidential 2012 3
Who is PointClear?
Providing …
Prospect Development Services Benchmarking Strategic planning Lead generation, qualification & nurturing
For …
B2B Companies High average deal value Multiple decision-makers Broad range of segments
To Achieve …
Optimized Prospect Development Increased marketing & sales
effectiveness Decreased costs Up to 5X more revenue
What Problems Are We Addressing?
Most companies close just 20% of the deals they could
4
Only half of sales reps are making quota
Up to 94% of leads turned over to sales by marketing are raw, unfiltered … and never followed up on
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
Average vs. Optimized
PointClear Confidential 2012 6
1,000 Suspects
MQL
SAL
SQL
Close
9.3% (93)
85% (79)
61.7% (49)
29.1% (14.3)
Average Optimized
4.4% (44)
66.6% (29)
48.8% (14)
20.3% (2.8)
Source: SiriusDecisions
What’s the Difference?
Level Environment Result
C Optimized
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 5X that of Chaotic or even Average companies
B Average
Less than 50% of leads sent by marketing to sales or channel are sales-qualified
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
A Chaotic Few leads sent by marketing to sales or channel are sales-qualified 70% to 94% of all leads generated are ignored Little to no ROI on marketing investment
7
Optimized Prospect Development™“Getting to Point C”
What Results Do Our Clients Achieve?
8
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
Optimized Prospect Development
How Do We Deliver?
9
Strategy Analytics Execution
Services Services Services
• Benchmark Reporting• Sales Satisfaction• Market, Message, Media• Lead Sources• Training, Development
Needs• Key Optimization Actions• Program Planning
• Relational Segmentation to Identify High Performing Targets
• Prospect Scoring, Validation and Calibration
• Response Management• Lead Generation• Lead Qualification• Prospect Nurturing• Multi-touch, Multi-media,
Multi-cycle Engagement
How do you improve sales and marketing behaviors, practices and processes to produce required outcomes?
How do you identify targets with the most propensity to buy? How do you predict success of your marketing programs?
How do you know you have the right people? How do you know your approach is sound? How are programs kept on track?
PointClear Confidential 2012 10
How Do We Deliver?
Highly qualified sales opportunitiesEfficient and effective market coverage
Actionable market intelligence
Strategy Analytics Execution
Why is it important to align Strategy, Analytics and Execution?
The “leather notebook” is not practical in today’s time and budget conscious marketing and sales environments
• Can’t be effectively accomplished without sound strategy;
• Can’t be efficiently leveraged without optimized execution
Process, oversight, training, development, day-to-day details—the only way to succeed in increasingly competitive markets
PointClear Confidential 2012 11
Strategy Highlights
M3 answers the questions that drive strategy
… and success
Market Media MessageWhat companies will
be targeted? Who are the target
contacts?How is the market
segmented?How do you approach
each segment?How is a lead defined?
Which mix of media will be most effective?
What is the contact navigation strategy?
How is a meaningful dialogue built with targeted contacts?
What compelling calls to action will cause targets to respond?
How are solutions to pains articulated?
How is the solution differentiated?
PointClear Confidential 2012 12
Analytics Highlights
5% Lead Rate
1,000 Companies
50 Leads
Marketing Equally Sized Samples
Sample Size
Lead Rate # of Leads
200 9% 18
200 7% 14
200 5% 10
200 3% 6
200 1% 2
1,000 5% 50
32 leads (64%)
= 40% of spend
42 leads (84%)
= 60% of spend
PointClear Confidential 2012 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 14
What Makes Us Stand Out?
Systems (CRM, Call Center, Voice Logging, Dashboards) Tools (email campaigns, multi-media) Subscriptions (data sources, info alerts)
OptimizedProspect
Development
• All 4-year college degreed• Average 10 years experience• More business, technology know-how• Ability to engage prospects• Low turnover, long tenure
• Proven to deliver higher, faster ROI• Ongoing associate training,
development• Repeatable processes assure
quality, efficiency• High level of transparency
PointClear Confidential 2012 15
Why PointClear?
Prospect DevelopmentAssociates
Experienced, Educated ProfessionalsRepresenting Your Company
Extensively Supported
Program Consultant
Program Manager
CRM Administrator
Development Director
Database Administrator
eMarketing Specialist
Program Supervisor
Reports Administrator
PointClear Confidential 2012 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 17
Thank You!
Dan McDade
678-533-2722
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.