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ANNUITAS GROUP
AUGUST 28, 2012
Why BANT No Longer Applies for B2B Lead Qualification
Fifteen years ago I worked for a B2B marketing agency that had an outbound call center focused on lead generation.  The goal for the majority of our programs was to have our telemarketers qualify names, gather some information and qualify these prospects by the famed BANT (Budget, Authority, Need, Timeframe) criteria.  We were quite successful in developing these programs for our clients and the leads were graded based on the answer to the BANT questions.  That was then, this is now.   We are smack in the middle of marketing 2.0, Now think about these 83.3% Buyers Lie. Implicit is far Better.
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ANNUITAS GROUP
APRIL 11, 2011
The B2B Sales Role in the New Buying Process
I recently had the opportunity to attend the Sales 2.0 Conference in San Francisco and I’m glad I did.  The conference was full of great content and information on the state and the future of B2B Sales.  It also allowed me the opportunity to mingle with many great B2B sales people, which is a departure from my norm of usually interacting with B2B Marketers. To a large extent this is accurate. 
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ANNUITAS GROUP
MAY 8, 2012
Why Lead Generation is Irrelevant
According to a 2011 study by MarketingSherpa , 74% of B2B marketers stated that their biggest challenge was generating high quality leads.  The next biggest challenge was a distant second: 49% cited “generating a high volume of leads”. One of the reasons that generating high quality leads continues to present itself as the top challenge (it took #1 honors in 2010 as well) is that marketers are focusing on the wrong thing – lead generation. However, lead generation is irrelevant in today’s b2b marketing climate. These responses, or as some call them “leads”, are nothing more than contact names. 
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ANNUITAS GROUP
FEBRUARY 9, 2012
Interview with Ardath Albee, CEO of Marketing Interactions
We recently had the opportunity to catch-up with our good friend and B2B Marketing Strategist, Ardath Albee. Ardath is CEO of her firm, Marketing Interactions , Inc and has over 25 years of business management and marketing experience. She specializes in helping companies with complex sales utilize eMarketing strategies to generate more and better sales opportunities.  In addition to being a frequent blogger and instructor, Ardath is also the author of eMarketing Strategies for the Complex Sale. You can follow Ardath on Twitter at @Ardath421. Albee:   I think storytelling is hugely important.
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ANNUITAS GROUP
MARCH 12, 2012
In Defense of the Funnel
The last 12-18 months have proved to be a rough time for the proverbial “sales funnel”.  At the 2011, DemandCon conference, Forrester analyst Jeff Ernst declared in his keynote that “the funnel is dead.” Needless to say this was fuel for quite a bit of conversation in the days that followed.  And since then many have jumped on the “death to the funnel” bandwagon.  The last salvo came from Tony Zambito , Founder and Principal of Buyerology, in his article Slow Death of the Funnel: Why Buyer Choice Matters to Revenue. . The point here is well taken. Lead Management Process Lead Planning
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ANNUITAS GROUP
AUGUST 30, 2011
Four Things to Consider Before You Buy Marketing Automation
Well, we’re in the dog days of August. However, for many B2B marketers, 2012 planning is right around the corner and usually starts right after Labor Day. And for many of you, one of your goals will be to finally implement a marketing automation tool. Unfortunately, Unfortunately, too many marketers begin this process with the question, “Which automation tools should we look at?”   Not only is this the wrong question but its not even close to where you should begin. What’s the point of that? First, you’ll become more efficient in your marketing and sales efforts.
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