SOURCE: PointClear

February 28, 2007 09:00 ET

PointClear Webinar on Lead Farming™ Reveals Secret to Turning Raw Sales Leads Into Real Opportunities

Free Sales and Marketing Webinar Held in January Is Archived and Accessible Online

ATLANTA, GA -- (MARKET WIRE) -- February 28, 2007 -- PointClear, LLC, a leader in Business Prospect Outsourcing, announced today that more than 80 senior executives attended its first educational webinar focused on Lead Farming™ as a way to enhance sales performance by qualifying sales leads. The free live sales and marketing webinar was hosted on Jan. 23 and has been recorded for viewing online.

Lead Farming™ is a PointClear-developed methodology used to qualify sales leads and nurture lukewarm prospects into bona fide sales opportunities. PointClear has implemented Lead Farming™ for years to help B2B sales organizations eliminate the practice of giving unfiltered, "raw" sales leads to their sales teams, resulting in dramatically higher returns.

The event was hosted by PointClear President Dan McDade, with Karen Hayward, EVP and chief sales and marketing officer for CenterBeam, as co-presenter. CenterBeam is an IT services company and a PointClear customer.

According to McDade, the problem in many companies is that marketing is focused on generating sales leads and sales is focused on closing them -- but there is nothing being done in the middle to identify the best prospects and cultivate them into ready buyers, which can improve sales performance dramatically.

"Lead Farming™ fills the gap between sales and marketing by qualifying sales leads acquired through direct marketing campaigns, establishing rapport and gaining vital information to support the selling process," said McDade. "The webinar enabled us to share our proven method with a broad range of executives who are responsible for sales performance in their own organizations. Those attending included leaders from many of the top technology, telecom and healthcare companies."

As part of the webinar, Karen Hayward discussed how PointClear's strategy and tactics delivered 25 percent of new customers, 55 percent of closed business and a 10:1 ROI within six months at CenterBeam.

PointClear's Lead Farming™ webinar can be viewed through September. It is approximately one hour in length, including a Q&A segment. To access the free archived version of the event, go to to register.

Registered viewers can also receive a free 2007 Sales & Marketing Toolkit that includes a PointClear-authored book and two articles on sales and marketing not available elsewhere.

About PointClear

Headquartered in Norcross, GA, PointClear (, the Business Prospect Outsourcing company, provides Sales Opportunity Management solutions and direct marketing services that fill client forecasts, not just their pipelines. PointClear's expert sales and marketing professionals deliver the opportunities clients need to increase sales, correctly cover client markets, and add predictability and surety to client forecasts.

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