Drives 70 percent to 90 percent new account penetration
ATLANTA (Oct. 19, 2010)—PointClear, the prospect development company, today announced its successful partnership with a leading Southeast manufacturer. Within the first six months of engagement, PointClear provided the 90-year-old company with more than 350 new sales opportunities, 85 percent of which were prospects not previously on the client’s radar.
“Within days, PointClear was filling the pipeline with qualified prospect opportunities, penetrating new markets and collecting the market intelligence needed to help the company succeed in the long term,” said Craig Apatov, managing partner of Atlanta-based Ascension Growth & Innovation Strategies, the strategic marketing and sales growth consultancy working with the client and PointClear to build business momentum.
The client, a designer and manufacturer of industrial equipment with a reputation for quality, reliability and dependability, also credits PointClear with providing the market coverage needed to raise awareness and get into the customer consideration set when a buying opportunity arises.
“PointClear contacted all targeted companies in the focused markets to not only identify the three percent to five percent of prospects currently in the buying mode, but to make sure all targets were aware the client’s solution existed and that the value proposition was clearly understood,” said Ascension’s Apatov. “This is a level of market coverage few sales and marketing organizations can manage in-house,” he added.
PointClear has identified high potential prospects for the client’s three top-performing distributors, located in Chicago, Houston and Sacramento. Two full-time PointClear associates—college-educated and experienced in B2B prospect development and supported by a dedicated program manager and analytical professionals—are assigned to the account.
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PointClear’s use of sophisticated segmentation planning, testing and other advanced data-driven strategies enabled them to more quickly implement a program to identify, qualify and nurture new business among the client’s multiple target industries, including manufacturing, gas/petroleum refining, mining, utilities, food/beverage processing, bulk conveying and printing.
“More and more clients are recognizing the value of engaging targets in on-going conversation, as opposed to relying on a scripted contact approach,” said Dan McDade, president of PointClear. “We pride ourselves on our ability to apply our knowledge and skills to engage prospects in meaningful dialogue—talking to them about their pain points and about specific solutions available to them,” said McDade.
About Ascension Growth & Innovation Strategies
Ascension is a marketing and sales driven professional services firm that works with clients to sharpen their strategic focus and increase marketplace impact. The firm uses analytics and custom research to help clients identify their most profitable markets and most compelling offerings. Ascension then creates highly targeted and fully integrated marketing and sales programs that drive measurable results. The firm was founded by Craig Apatov. For additional information: Ascension or call (404) 250-4547.
About PointClear
PointClear is the prospect development company. Founded in 1997, the Atlanta-based company helps B2B companies drive revenue. PointClear closes the gap between marketing and sales—nurturing leads, engaging contacts and developing prospects until they’re ready to close. The company stands out because of its strategic approach to planning; the quality of its people; and a multi-touch, multi-media, multi-cycle prospecting process. This unique combination provides best-in-class client companies such as Microsoft, Customer Effective, UnitedHealth Group, LXE, SGI and D&B more predictable forecasts and more sales success. PointClear’s president Dan McDade chairs the TAG Education Collaborative, promoting STEM (science, technology, engineering and math) education in Georgia. He was named one of the 50 most influential people in sales lead management by the Sales Lead Management Association in 2009, and his book, The Truth About Leads, will be published in November. For additional information, visit PointClear’s blog ViewPoint | The Truth About Lead Generation or PointClear or call (877) 582-9909.
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