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| | B2B LEAD GENERATION BLOG
AUGUST 26, 2013 [BANT, Marketing Lead] B2B Marketing: Why Marketing shouldn’t promise BANT qualified leads for Sales
'Tweet Many marketers use a model for lead qualification based on these four key characteristics: B = Budget. The approach is dubbed BANT. Before we start another unproductive war between Sales and Marketing, maybe we should focus on building bridges of understanding between these two departments. Let’s start by creating a common language for lead qualification that makes more sense than BANT. With all due respect to Ardath, I have interviewed hundreds of elite salespeople and have rarely heard any of them demand BANT criteria. N = Need.
| | SALES INTELLIGENCE VIEW
NOVEMBER 5, 2012 [BANT, Marketing Lead] Using BANT for Lead Qualification
Unfortunately, there is no silver bullet to lead scoring in B2B marketing. According to Craig Rosenberg and his post, 6 Reasons Why Everyone Needs a Lead Qualification Team , “If you send unqualified leads to sales, you will either fail or get minimal ROI from your marketing programs. Check Sales Intelligence, such as InsideView’s Smart Agents.
SEPTEMBER 12, 2013 | MARKETING ACTION
[BANT, Marketing Lead] How Lead Scoring and Nurturing Work Together
AUGUST 26, 2013 | B2B LEAD GENERATION BLOG
[BANT, Marketing Lead] B2B Marketing: Why Marketing shouldn’t promise BANT qualified leads for Sales
MARCH 7, 2013 | MARKETING ACTION
[BANT, Marketing Lead] Unpack Your Sales Funnel
NOVEMBER 15, 2012 | MODERN B2B MARKETING
[BANT, Marketing Lead] Mega-List of Features in Marketing Automation (That You Won’t Find in CRM)
NOVEMBER 5, 2012 | SALES INTELLIGENCE VIEW
[BANT, Marketing Lead] Using BANT for Lead Qualification
SEPTEMBER 16, 2012 | B2B LEAD GENERATION BLOG
[BANT, Marketing Lead] B2B Marketing: 4 solutions to the most common challenges
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| | FEARLESS COMPETITOR
APRIL 14, 2010 [BANT, Marketing Lead] Inside the Mind of the B2B Buyer – New Paths to Purchase
Great insights presented last week by Genius and DemandGen Report , in the webinar Inside the Mind of B2B Buyers: New Paths to Purchase. Only if you care about revenue results, such as a CEO, Board Member, Head of Sales, or Head of Marketing. Let’s look at these: Assumption : Get to the decision-maker to win the sale. Lead Nurturing). Love hard facts.
| | FEARLESS COMPETITOR
APRIL 14, 2011 [BANT, Marketing Lead] Inside the Mind of the B2B Buyer – New Paths to Purchase
Great insights presented by Genius and DemandGen Report , in the webinar Inside the Mind of B2B Buyers: New Paths to Purchase. Only if you care about revenue results, such as a CEO, Board Member, Head of Sales, or Head of Marketing. Let’s look at these: Assumption : Get to the decision-maker to win the sale. But inbound leads closed MUCH faster. Kaput.
| | B2B LEAD GENERATION BLOG
SEPTEMBER 16, 2012 [BANT, Marketing Lead] B2B Marketing: 4 solutions to the most common challenges
Tweet The week before Labor Day, hundreds of marketers descended upon Orlando, Fla., She works with Research Partners to develop teleprospecting programs where precisely the right people are given the right message to quickly convert them to leads. He develops and guides lead generation program that efficiently and effectively drive revenue for MECLABS Research Partners.
| | MARKETING ACTION
MARCH 7, 2013 [BANT, Marketing Lead] Unpack Your Sales Funnel
Sales has come a long way from the Glengarry Glen Ross days of high pressure and aggressive tactics. Especially in the last five years, sales and marketing roles have shifted and this impacts the way the funnel breaks down as well. Mr. Stacy Gentile and I delivered a webinar, “ Unpacking the Sales Funnel ,” on this very topic, which I invite you to watch. Sales is hard.
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FUNNEL FOCUS | THURSDAY, APRIL 21, 2011 [BANT, Marketing Lead] Interview: Carlos Hidalgo Shares Tips on Turning Recycled Leads into Revenue
Carlos Hidalgo, President and CEO of The Annuitas Group , a well-respected B2B Marketing thought leader and a recognized expert in marketing automation , recently participated as an “Expert Chef” in the Lead Nurturing Cookbook on a recipe we created for nurturing leftover or dormant leads. To expand on some of the important concepts Carlos discussed in the Cookbook, I asked 5 questions about nurturing leftover leads and how to ensure that your content and approach matches your target audience. Lead Planning. Lead Routing. Lead Qualification. MORE >>
FEARLESS COMPETITOR | TUESDAY, FEBRUARY 21, 2012 [BANT, Marketing Lead] Breaking Out of the Funnel: A Look Inside the Mind of the New Generation B2B Buyer
Only if you care about revenue results, such as a CEO, Board Member, Head of Sales, or Head of Marketing. Let’s share a few takeaways — which I show as false assumptions, but first I’d like to share a bottom-line observation: This is not your Dad’s (or Mom’s) world of sales. Let’s look at these: Assumption : Need more leads. Assumption : Qualify with BANT questions. More than 8 out of 10 said they did not follow the traditional path of establishing a budget, setting criteria and issuing a purchase order. Kaput. MORE >>
FIFTH GEAR ANALYTICS | WEDNESDAY, NOVEMBER 3, 2010 [BANT, Marketing Lead] Can Lead Generation Become More than “Frosting and Cherries?”
recently called on a client and he described his vision of lead generation as “frosting and cherries.” His view is that the current state of lead generation is dead. Salespeople in the “Internet world” have relied on leads from marketing which are neither good nor productive. In his opinion, salespeople need to do a 180 and get back to the basics of generating their own leads. Any leads from marketing would just be a bonus (and hence the frosting and cherries analogy). The Demise of Lead Generation. Steps to Improved Lead Generation. MORE >>
CUSTOMER EXPERIENCE MATRIX | SUNDAY, JULY 1, 2012 [BANT, Marketing Lead] 3 Ways to Use Lead Scoring Within Your Marketing Automation Programs
I wrote last week about the difficulty of linking marketing leads to sales results. One reason the topic was on my mind is I’m also thinking a lot these days about lead scoring. The practical use of lead scoring is to decide which leads to pass from marketing automation to sales, or, even more pragmatically, to predict which leads will be accepted by sales.* But the ultimate goal is to identify the leads most likely to generate revenue. Still, it's sometimes convenient to use score ranges as stage definitions. MORE >>
FUNNEL FOCUS | FRIDAY, APRIL 16, 2010 [BANT, Marketing Lead] A Tactical Approach to Targeted Lead Nurturing Webinar Q & A
What is the difference between recycled and reconstituted lead nurturing? . Recycled Lead Nurturing is for prospects that have been actively or passively disqualified by sales. A prospect may not have fit the “BANT” (Budget, Authority, Need,Timeline) criteria at the time it was originally passed over to sales and therefore, deemed a “No Fit” or immediately disqualified. Building a lead nurturing process for these prospects helps ensure that no opportunity is left lying on the ground. What are some examples of non-corporate or non-branded content? . MORE >>
- [BANT, Marketing Lead] Email Marketing Best Practices from MarketingProfs Virtual Event MODERN B2B MARKETING | MONDAY, JULY 12, 2010
- [BANT, Marketing Lead] The New Revenue Engine: Drive Predictable Revenue by Managing Your Revenue Machine MODERN B2B MARKETING | THURSDAY, MARCH 25, 2010
- [BANT, Marketing Lead] Using Content to Move Prospects Forward in the Sales Cycle INDUSTRIAL MARKETING TODAY | WEDNESDAY, MAY 5, 2010
- [BANT, Marketing Lead] Mega-List of Features in Marketing Automation (That You Won’t Find in CRM) MODERN B2B MARKETING | THURSDAY, NOVEMBER 15, 2012
- [BANT, Marketing Lead] PowerViews with Brian Carroll: The State of B2B Lead Gen & 2012 Recommendations VIEWPOINT | THURSDAY, JULY 19, 2012
- [BANT, Marketing Lead] How Lead Scoring and Nurturing Work Together MARKETING ACTION | THURSDAY, SEPTEMBER 12, 2013
- [BANT, Marketing Lead] How to Create a Lead Scoring Process that Gets You More Sales MEASURABLE MARKETING | WEDNESDAY, OCTOBER 6, 2010
- [BANT, Marketing Lead] Inside the Mind of the B2B Buyer – New Paths to Purchase FEARLESS COMPETITOR | MONDAY, MARCH 1, 2010
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