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Article: Inc. 500 Company Puts Sales In Overdrive With Tele-Targeting
By Mike Rogers, Customer Effective VP of Business Development and Marketing, and Dan McDade, PointClear President and CEO
Customer Effective, Inc. realized revenue growth of over 1,000 percent between its incorporation in 2003 and 2008, the year it joined the Inc. 500 list of the United States' fastest-growing privately held companies. Still, as a player in the red-hot category of Microsoft Dynamics CRM solutions, the company knew that it was not realizing its full sales potential.
While the sales team had a consistently strong closure rate on qualified leads, lead qualification was left to the same reps who were tasked with closing. When pressed for greater sales success, the reps consistently said they could achieve more if they received a higher number of true, pre-qualified leads.
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